October 4, 2018 By Benepath Blogger
Seven seconds is the average length it takes
to make a first impression. If you make a good first impression, the customer
is more likely to take you seriously. Your attitude and presentation will
determine if a customer will want to buy your product or not. Your voice and
approach is more important than ever because your client cannot see you. You
only get one chance to make a good first impression!
In this article, you will find advice from
some successful sales experts on how to succeed in sales based on your first
impression with customers.
“When your initial encounter is over the
phone, 70% of how you are perceived is based on your tone of voice and 30% on
your words. Clearly, it’s not what you say – it’s the way that you say it,”
states Lydia Ramsey, who was featured in the New York Times for her work as a
business etiquette expert.
Be Prepared
Colleen Francis, a sales expert and founder of
engage selling solutions states “I think the reason so many sales people use
such disastrous opening statements is that we often spend very little time
planning and preparing what we’re going to say. Most sales experts say that we
have between 4 to 30 seconds to create interest from the time the customer
picks up the phone, yet many of my clients confess that they don’t even begin
to think about their opening line until they’re actually dialing the phone.”
Record your calls, and ask a manager to
critique you. Then listen to the record and focus on the conversation. Make
sure it sounds natural and that you are listening to your client more than
talking.
Where to Start
It is important to make sure the customer
feels appreciated. Express a form of thank you, such as “Thank you for taking
your time to listen.” During the conversation, use the client’s name within the
first sentence. This not only shows that you value the customer, but that you
are focused on them.
No one wants to talk to someone with low
energy, or a downer talking about bad weather, traffic or negative things.
Always remain positive and think of weekend plans or good weather.
Personality
James Blount is a well-known business speaker
and best-selling author on business success. He states that “First
impressions are about likability and likability is the gateway to building
emotional connections with your prospect. Emotions drive sales. If your
prospect likes you they will be open to answering your questions, engaging in a
conversation about their needs and situation, and ultimately buying from you.”
There are many things in a business that you
cannot control, including the people you interact with. But, what you can
control is your personality and attitude, which defines the way you approach
people. Having a positive attitude is the first key. People do not want to talk
to others who are not personable or likeable, especially a salesperson.
·
Smile- Smiling shows
through, whether in person or on the phone. It radiates and is inviting.
·
Be Polite- People do
not want to speak to rude people. Always be polite, people take notice of
manners.
·
Enthusiasm- Show your
passion for your business and product over the phone with enthusiasm. Blount said
that “Enthusiasm is transferable and infectious. One note, though: there are
few things more off-putting than insincere enthusiasm; so be careful not to get
carried away.”
·
Confidence- When you
are confident, it attracts people to you. To exude your confidence onto others
of your product knowledge, you must invest in yourself.
After you’ve created a good impression, and
captured the attention of your client, then it is time to explore for an
opportunity of business. You do this by getting to know your contact by asking
open-ended questions. Create a couple of questions for answers that will help
you determine if there is a possibility of business. Find out the prospect’s
issues and use them to your advantage for a sale.
Making a good first impression is the most
important part of a conversation in sales. You need to show that your focus is
completely on the prospect and that you truly care about their needs. No one
wants to feel like they are just another number in line; they want to feel
important and cared about.
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