Sunday, February 15, 2009

Try Finding Salespeople With Charisma

Writen by Dr. Gary S. Goodman

I was watching a movie last night, one of these very standard horror flicks, and there were two female leads.

One is conventionally pretty. You look at her and see no obvious flaws. She could appear in an ad in Seventeen Magazine, and fit right in.

The other lead isn't pretty in any standard sense. Sexy, is closer to the mark, but not because she has any particular physical characteristic one would associate with that term.

She is just more interesting, magnetic, or what you could call, "watch-able."

My guess is we'll be seeing a lot more of her in forthcoming films, and much less of the pretty one.

Glenn Close, a very watch-able actor in her own right, whom I've seen on Broadway in two different productions, described Jeremy Irons, her co-star in one of them.

She said, "I like the way he disturbs the molecules when he enters a room."

Wow, what a great definition of charisma!

Isn't this what charismatic people do, whether we're watching them in-person, or on TV or in a movie theater? Think about the great actor, Robert Mitchum.

Mainly, he was cast in bad-guy or shady roles, but still, he was generally likeable.

Today, Christopher Walken comes across the same way. Even when he's evil, he's fun to watch.

There's only one word for that sort of unexpected appeal: charisma.

I'm convinced it can be cultivated. One way is through the study and practice of martial arts, yoga, and similar disciplines.

But if you're hiring salespeople, or others who need to be effective with wide swaths of the public, be on the lookout for charisma. You can't advertise for it.

But you can recognize it, and put their chemistry to work for you.

And then someone will be disturbing the molecules for a good reason.

Dr. Gary S. Goodman, President of, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC's Annenberg School, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at:

No comments: