Ways To Make A First Impression Count

Will the prospect buy? After all, you've done your homework. According to business consultant Ann Marie Sabath, they may not, if you haven't taken the proper steps to ensure a positive first impression.

Few salespeople are as successful at selling as they could be. That is why there are so many ways for salespeople to improve their selling skills and sharpen their presentation techniques. From seminars to training programs, motivational speakers, industry meetings and selling workshops, the market is flooded with programs created to help sales-people master their craft.

What is equally important, but often overlooked, is a positive first impression in building a successful sales career. Remember, the first impression is a lasting one. Salespeople who are able to present a positive, professional image at their first meeting with a prospect are not only ahead of the competition, but well on their way to making a sale.

We've all heard the expression, "He could sell ice to the Eskimos." Top-performing salespeople share many intrinsic characteristics and possess qualities that set them apart from other members of a sales organization. They also believe that first impressions play a critical role in building relationships as a key element in every successful professional sales career.

Here are ten ways to make a first impression count when making a sales call:

1. Arrive on time. Never be late for a scheduled appointment. If you're unavoidably delayed, be sure to call before your appointment.

2. Treat the receptionist and secretary with respect. If you plan to build a strong and lasting relationship with the prospect, it's wise to make friends with everyone you meet in the workplace.

3. Research the company and the industry. Before you make that important first contact, be sure to arm yourself with background information.

4. Be prepared. Make sure you are organized and can easily locate all of your samples, brochures, pricing information, business cards, etc.

5. Do not make yourself at home in the prospect's office. Don't sit down or put your things on the desk until you receive an invitation to do so.

6. Talk less, listen more. Control the conversation by asking questions, but do not monopolize it. It's just as important to listen.

7. Don't offer solutions before asking your prospect's needs. Ask prospects their needs before making recommendations.

8. Use appropriate language. Be careful not to use slang and words such as yeah and you guys. Never curse!

9. Project a professional appearance. A well-groomed appearance is critical. Make sure that your hair is neatly cut and clean, your shoes polished and your clothes freshly pressed. Classically-styled clothing in neutral colors is best.

10. Have a positive attitude. Wear a smile and give your prospect a solid handshake. Remember not to hunch over but to show your confidence by having good posture and an upbeat, positive approach.

It is critical for salespeople to realize the impact a first impression has in building a successful sales career. Business is based on relationships. Building and improving relationships provides a foundation for success not only in sales but in any career.

A business relationship starts or ends with the very first meeting. Taking time to prepare properly and remember all the necessary steps that help to form a positive impression when meeting prospects can help close more sales. Doing it right can make the difference between establishing the groundwork for a long and mutually beneficial business relationship or having the window of opportunity shut down.