First Impressions…Can you close a sale in 10 seconds or less?
by liz wendling
Actually, great sales people can do it even faster IF they make a great first impression!
Less than 10 seconds is the time it takes to make your customer connect with you and it can make or break what happens next: sale or no sale.
Remember the old saying? You never get a second chance to make a first impression. Such a true statement! You can bet that if you make a great impression, your potential client will be more likely to do business with you than over your competitor.
Whether your initial meeting is face-to-face, on the phone or on the internet, you have no time to waste. Understanding how to create an impression that stands out is the way to close the sale in 10 seconds or less.
Here is what that means….
1. How people form their first opinion
When you meet someone face-to-face, 93% of how you are judged is based on non-verbal cues, your appearance and body language. Only 7% is influenced by the words that you speak. When your initial meeting is over the phone, 70% of how you are perceived is based on your tone of voice and 30% on your words.
2. Use the other person’s name immediately
Another old saying is: “There is no sweeter sound than that of our own name.” When you use your customer’s name in the conversation right away, you are sending a message that you value, appreciate and are focused on them.
3. Arrive on time
Never be late for a scheduled appointment. If you’re unavoidably delayed, be sure to call before your appointment. If you are on time, you are late.
4. What your clothes say
Project a professional appearance from your head to your toes. If your clothes are not maintained, your customer will wonder whether you pay attention to other details. Clothes are the FIRST thing a customer sees and the FIRST thing a customer forms an opinion on.
5. Practice your handshake
The first move you should make when meeting your prospective customer is to put out your hand and offer a firm handshake. NEVER offer a limp hand to the client. An impressive grip is a strong way to communicate that you are a serious salesperson.
6. Match your body language to your verbal message
A pleasant smile and face tells your clients that you are happy to be with them. Eye contact says you are paying attention and are listening to what is being said. Leaning in toward the client makes you appear engaged and involved in the conversation. I have my own saying: “It is better to be interested than interesting.” Listen to your customer rather than just hear yourself talk.
It is critical for salespeople to understand the impact that a first impression has in building a successful sales career. A business relationship starts or ends with the very first impression.
Go Sell.
About the Author: A much sought after motivational speaker, owner of Insight Business Consultants, certified Color Code trainer and sales coach, Liz Wendling has been positively impacting individuals for over 12 years. Liz specializes in teaching women entrepreneurs and business owners how to grow their business through building relationships and empowering them to overcome their fear and anxiety around selling. Liz has helped thousands of women and organizations by developing effective sales training and development programs that teach people how to exceed their sales expectations and earn the money they are worth. Whether it is for one-on-one consulting, group coaching, multiple day training or workshops, Liz will work with you to customize programs around your specific needs, challenges and objectives. She is entertaining, informative and fun and will push you to become your best. Liz is a passionate sales coach! She is determined to teach women how to take the fear out of selling and show them how to step into the sales process with power and confidence to take their business to a higher level. www.SalesCoachforWomen.com
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It never good to be tardy. I make it a personal choice, to be on time. But sometimes %$*^ happens. We can’t always be on time, but we can do our best.