Your sale can be won and lost in the first 5 minutes of speaking to a new prospect. As the saying goes you can only make a first impression once and this means that if you want to be a top sales performer then you need to ensure that making a great first impression is a habit you make every single time you meet someone.
But while this may seem obvious, what isn’t so obvious is what this really means and how you actually go about making it a great habit that comes naturally. If you try this and it doesn’t come naturally then you may want to bring on an outsourced sales team. They will be able to manage your entire sales process.
Let’s explore the key criteria to making a great first impression to quickly win and build trust in your prospects:
Be confident from the start
Regardless of how you feel, whether you’re nervous, tired or in a bad mood, you must be confident and happy when you speak to your prospect. A lot of this about good energy. Sound like you’re happy to speak with them and it’s likely they will feel happy to speak to you.
Make them feel like the most important person you’ve ever met
Imagine you’re on stage, performing a show to a packed audience. Your job is to entertain your audience and make them believe in you. While sales isn’t acting as such, your prospects, like an actors audience should be the most important people to you. Great sales training courses teach you how to make your prospects feel great so they want to buy off you. If you speak to them with the utmost respect, like they’re a great friend, you will create a strong and lasting bond with them.
Research who they are
There’s nothing more flattering then being asked about something that’s interesting to you. Any time available to you have before speaking to your prospect should be spent finding out who they are what they’re interested in. Then, when speaking to them asking them about their interests. If you can’t find anything specific about them, you can research the industry they work in and ask them about that.
Be genuinely interested them
When you’re speaking with them what they talk about should be the most important thing to you. Ask them to elaborate on points they make and ask questions based on what they say to build rapport and a better understanding.
Feedback what that say
One of the single best ways to show that you have listened and taken interest is to feedback what yoyu’ve juyst been told. For example, if you ask someone what problem they want solidng, and they say “we want a short term office space with stylish design and funky furnitre to help us while our new office is built”. You should use the same words as them to confirm you understand. If you use different words such as, “A nice cool office for a short period with smart looking desks” although it’s similar it’s not the same and may lead the prospect to think you’re not listening so won’t get what they want correct. But it isn’t easy which is where sales training programs will give you the inside loop on how to perfect using feedback to make more sales.
The key to building trust quickly is understanding what your prospect wants and working hard to understand how you can get it to them quickly, efficiently and at the best price possible, all with a smile. This will ensure they continue coming back to you when they need to buy.