When you think of the term “executive presence,” you might think of someone who is domineering and gets all dressed up and loudly commands the attention of the room. While this can be part of having an executive presence, it’s not everything. Mary Jane Mapes, interviewed by John Golden, explores what an executive presence is, and why it’s important to have in the sales world.
This expert sales interview explores:
- The definition of executive presence
- The importance of asking for feedback
- The elements of executive presence
Executive Presence Defined:
Executive presence is when someone walks into the room with poise and confidence. There is an authenticity about them that communicates that they have it together. They’re able to quickly engage with people and connect with people.
Asking for Feedback:
One way to move from where you are now, to displaying and portraying an executive presence, is to ask for feedback from those that know you.
Elements of Executive Presence: How You Act
The first aspect of executive presence is how you act. This is something that people can assess for themselves. Ask yourself: what are your values? If you don’t know what they are, start identifying what is important to you at your core.
Elements of Executive Presence: Level of Competence
The second aspect of executive presence is your level of competence. What is your depth and breadth of knowledge? If you’re an expert, what kind of expert are you? What level of expert are you? Are you coming off as competent in a variety of different ways?
Elements of Executive Presence: Vulnerability
Vulnerability is the willingness to share yourself with your customers, co-workers, and fellow employees. It takes a strong, confident, somewhat fearless person to put themselves out there in a very authentic way, without worrying about what other people think of them.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.