Team Alpha 375

The Value of True Compliments
by Andy Horner

The wages of flattering lips are disgusted prospects, insulted customers, and countless lost sales. A great number salespeople are oblivious to this life lesson. Their frustration builds, but as they work harder they talk more, which further increases their loss rate. Sadly, they miss out on the power of a genuine compliment to create instant like-ability, plant seeds of trust, and kick-start relationships.

Do you know the difference between flattery and a true compliment?

Flattery is insincere praise used to further selfish goals. Regardless of how well you've listened, asked insightful questions, and delivered solid ideas to a prospect, a single inauthentic remark can ruin your sale.

A true compliment, on the other hand, is a genuine offering of admiration. Sales professionals who "get this" make friends quickly, build vibrant networks, and often seal deals simply because people like them. They're perceived as caring, kind, and attractive.

What are the motives behind your remarks?

If it's just money, theirs' little hope. But if you actually care about helping people and building lasting relationships, you just need a little instruction!

Here are seven tips to help you discern and deliver the value of true compliments:

1. Watch your self-exclamations. It's a natural tendency to respond to good news, like a signed proposal, with an emotional reply and forget the gratitude. Instead of "that's terrific!" by itself, add "that's terrific! I can't thank you enough."

2. Be specific. Trade "you look fantastic!" for "your new hair style looks fantastic!" Without particulars, your acquaintance may think – heaven forbid – you're referring to their weight or complexion.

3. But don't be too specific. Avoid "your hair makes you look younger!" or "you look like a news anchor with your new hair style!" Too many particulars leave your 'complimentee' wondering, "What the heck did that mean?"

4. Use action compliments. The best compliments are not about the person's appearance or personality. They're directed at the individual's actions, like this: "Tim, you've done a great job organizing your company's data. You've made it easy to convert to the web."

5. Keep it to yourself. Never comment on that which is difficult to change. Weight, height, eye color, position, talent, and relationships are subjects to avoid. Even if you're being positive, you can touch on sensitive areas. Focus on what can easily be changed: clothing, attitude, hard work, skills, and smile!

6. Say it later. Compliments dropped directly before or after a business meeting can seem ill motivated. These days, buyer's reject kiss-ups faster than you can pucker up. Wait until after you've delivered value and received their thanks. Then, express your praise in a personalized greeting card or CC them on a complimentary email referring them to one of your contacts.

7. Be quick about it. If you want to really make someone feel great about themselves, look them in the eye and state your compliment concisely with a kind smile. Don't look away until they respond. If you're genuine and your timing is right, they'll believe you, treasure your words forever, and welcome you to their vendor "A List."