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    Creating Good First Impressions

    How to make a great first impression with customers? Other than those tips to make killer sales calls, you want to pay a special attention to this subject. In this article, you're going to discover that first impression is made up of 3 components. When you successfully done this, you can gain prospects and customers trust, and build relationship with them.
    Creating good first impressions

    How To Make A Good First Impression

    You are going to get the keys to making a great first impression in sales. These keys are activities that unlock the doors to prospects and customers good impressions on you. You probably have been doing these all along without being aware of them.

    Good impressions lead to rapport and rapport leads to trust. You already know that trust is important in building relationship.

    Here are your 3 keys of creating good first impressions:

    • 1) Develop rapport
    • 2) Established credibility
    • 3) Professional appearance

    Develop rapport

    Your relationship with prospects and customers is critical to your business. One good thing about building relationship is it starts simply with building rapport. Your good rapport then develops over time and turns to trust.

    Prospects and customers trust creates comfort when dealing with them. That is, of course, very important to you too. As sales representative, you'll be seeing the same customers more than once throughout your career. It pays to visit those you're comfortable working with, right?

    Pospects or customers are not the only group you'll be seeing. There are support staffs whom you need to see and there is the all important 'gate keepers' - the receptionists.

    Rapport should start the minute you approach customers' offices.

    Remember when you went through info gathering and setting sales call objectives? Support staffs are one of the resources you could use to find useful info your prospects.

    Developing rapport depends on:

    • a) Respect
    • b) Empathy
    • c) Common ground

    Try answering these following questions before you walk into your prospect's office:

    • What ways can you think of to build rapport with the receptionists?
    • How can you build rapport with the office support staffs?
    • How did you build rapport with others? Can you apply that to building rapport with support staff or receptionist?
    • How to build rapport with prospect?
    • What can you use to build rapport?
    • What you cannot use to build rapport?

    Establishing credibility

    Credibility as sales representatives could come from many sources. For example, from the company you represent and from the brand of product you promote.

    There are cases where customers like you as a person, but that could potentially becomes a disadvantage because they might not take you seriously enough to grant you a commitment.

    Credibility, then, is not a stand alone subject.

    It too, is based on three components:

    • i) Knowledge
    • ii) Confidence
    • iii) Integrity

    Answer the following questions:

    • What are ways to establish credibility?
    • How do you show a business-like approach?
    • What are the suggestions for maintaining a professional appearance?

    Professional Appearance

    How you create professional appearance? How you maintain it?

    Since professional appearance contributes towards your establishing credibility, lets look at two things that support it:

    1. Confident body language
    2. Good grooming.

    Lets suppose that you are an image consultant, employed by your company to advise new sales reps:
    How would you write standards for professional appearance for them?

    You now have the knowledge on creating good first impressions. You also know the importance of first impressions in sales that you build from simple rapport to trust. And finally, you have 3 keys to create good impression. Use all these to help you make more revenue for the company you represent and put more commission into your pocket.