Some great stuff from Geoffrey James over at the Sales Machine blog — it may seem irrelevant but sometimes the most important things in sales are the impressions that others get of us in under two seconds.
Geoffrey James full blog post is below — check it out!
Want to be wildly successful in sales? Few sales skills are more important than the ability to make a powerful first impression. Everyone you meet, whether they’re a prospect or not, is part of the network that you’re building to make yourself successful. And if they ARE a prospect, a powerful first impression starts the sales cycle on the right foot — and helps drive it to a positive conclusion.
With that in mind, here are the eight simple rules:
1.) First impressions are CRUCIAL. The opening minute of any new interaction creates an impression that is difficult to change.
2.) First impressions are a SKILL. Just like any other sales skill, you can become a master of the first impression by focusing in on
3.) It’s all about the CUSTOMER. If you find yourself talking too much about your weekend, family or job, then you’re not listening enough.
4.) Prospect names are IMPORTANT. When meeting someone for the first time, get their name right. Be fanatical when pronouncing unusual names.
5.) Practice a friendly GREETING. If you’re in sales, your smile, handshake and eye contact must all be top quality. Never smarmy.
6.) Put likability in CONTEXT. Your first impression will be a result of likeability, competence and preparedness. Pay attention to all three.
7.) Focus on what’s POSITIVE. Whatever the temptation, avoid criticizing anyone, even a competitor, in front of customers. It’s a turn-off.
8.) Attitude is EVERYTHING. Memorable people are genuinely interested, enthusiastic, and eager to help. You can’t fake it, so really feel it.
Do first impressions matter? Can mastering the art of the first impression help you sell more?
I think so.
Please share your thoughts in the comments.
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Agree with each of these steps. People purchase from people they like and trust. Anything you can do to build rapor and get on common ground helps in this process. Twitter is a great tool to begin to build a relationship before meeting. Look at the persons bio and forward articles of interest. When you meet, you will have a lot to talk about!