WHEN YOU FIRST MEET A PROSPECT - YOU HAVE LESS THAN FOUR MINUTES TO MAKE YOUR MARK

WHEN YOU FIRST MEET A PROSPECT - YOU HAVE LESS THAN FOUR MINUTES TO MAKE YOUR MARK

The video Noel Walsh (a highly respected USA Auto Sales Trainer and Video Producer) had just posted on Greeting Prospects on his Facebook group Conquer What You Chase (and on other locations in Facebook), inspired me to extract and share this article from the first of my seven Closing the Sale books, Over 50 Ways of Closing the Sale. This content was first published in 1993, suggesting that sales basics do not date.

For years now, the sales profession has been told, nay warned, that we must sell ourselves before we can ever expect to sell any product or service. More recently, some experts give us as little as four minutes in which to get a stranger to like us on that first meeting. In simple terms, IF PEOPLE CANNOT WARM TO YOU QUICKLY, HOW CAN THEY EVER BE EXPECTED TO TRUST YOU?

Psychological tests narrow what needs to be achieved in those vital first four minutes to only eleven factors - However, it is important that the negotiator realises that these factors do not need to be applied in any given sequence, nor should one attempt to administer all eleven on every first call interview.

1. SMILE OFTEN - A genuine smile generates warmth and sincerity. The smile alone is contagious, but when coupled with a warm, friendly handshake, the combination of the two will go a long way in establishing speedy rapport with the prospect.

2. EYE CONTACT IS ESSENTIAL - Boxers say they can read their opponent's next move by maintaining eye contact. That way they don't get caught out with an unexpected punch. The same applies in selling. Good eye contact will act as a barometer of your progress with the prospect than any other singular gauge. However, this does not mean you stare into someone's eyes, or apply a "stare through them" gaze. Both these stances are nothing less than either intimidation or control techniques and make people extremely uncomfortable.

3. USE THE PERSON'S CHRISTIAN NAME - There is nothing more pleasing to the prospect than to have his or her name used - especially by a stranger. If you don't believe me, get it wrong and see what happens. Remember, it's our name that clearly sets us apart from others. If you have a bad memory, pull out a card in front of your prospect's and ask them for their Christian names. Then tell them you have a bad memory and would prefer to write down their names now, rather than get them wrong later. They will respect you for it.

One further point. These days a growing number of sellers are omitting to announce themselves with both a Christian name and a Surname, opting for the Christian name only. On the other hand they insist on and are given the prospect's Surname upon request. Please don't fall into this trap for it highlight two points - the seller must be under 30, or the seller is not prepared to take responsibilities for his or her actions. These days I have purposefully joined the growing number of businessmen who refuse to take calls from individuals who do not furnish Surnames.

4. GIVE THEM YOUR UNDIVIDED ATTENTION - People want to be liked. If you show them you like them, it is then hard for them to dislike you. By giving them your undivided attention, people will rightfully get the impression that they are the most important factor on your mind at that point in time - AS THEY SHOULD BE.

5. MIRROR THEIR BODY LANGUAGE - People feel most comfortable in the presence of someone with similar mannerisms and actions to theirs. That way, they don't need to move out of their comfort zone while in your presence. Moreover, they are in familiar surroundings (in their home or office) and you are the only unfamiliar one there.

Mirroring body language is simple. Act as if you were looking in the mirror and slowly begin to copy their most pronounced gestures. But be careful not to do this too quickly, as it will become obvious and could backfire on you. The reason for doing this, is that if you like someone, it is hard not to mirror their gestures. In time, they will get to like you, and slowly you will be able to take control. Then if they like what you say about your product or service, they will begin to mirror your gestures. From this point onward you can begin to close your presentation.

6. MATCH THEIR SPEECH - A further mirror technique is to match the prospect's speech. In other words, if they talk slowly, you talk slowly. If they talk quickly, do likewise. If they become excited, become excited. Pretty soon you become a "good guy", and "good guys" are generally friends. And all of this was achieved because you didn't move them out of their comfort zone. But there is a danger in this technique. If something they do goes against your principals, morals or integrity - CEASE TO MIRROR IMMEDIATELY.

An example of this could be that they begin to crack untasteful jokes, push their point of view about politics, religion, the state of the economy etc. By changing the subject, you do not turn them off, but show that they have extended your boundaries. Most people will respect that, and allow things to continue with the same enthusiasm as had been there a few minutes prior. However, if you begin to argue your point, or look uncomfortable while they pursue their subject, they will pick up your discomfort and in a short time the atmosphere will change for the worse. Then everyone loses.

7. ACCEPT OTHERS WITHOUT RESERVATION - Show, without the slightest shadow of doubt, that you accept your prospect/s as people, regardless of race, sex, culture, handicap or social standing. Sure, each one of us can point to someone we don't like at face value, but that should be a good enough reason for us to work harder to ensure that we treat them as fairly as we treat others.

As a case in point, over the years I had developed a dislike towards a certain culture. For quite some time I perceived those people to arrogant, aloof, condescending, bombastic and social climbers. Any one of those traits was enough to turn me off people, let alone one race having almost every trait I tended to dislike in people. Yet, I grew to understand that their attitudes and actions were in the main a part of their culture and that, this nation of people were much the same. Even today, these people still find it hard to assimilate into the Australian way of life.However, the minute I swallowed my pride and worked a few calls with this nationality, I quickly found that they wanted what I had, their friends wanted the product and were more than eager to pass on referrals.

The end result was, I earned a bonus of more than $10,000 in just a few months from a culture I had previously avoided for years. People will treat you the way you treat them. And if they don't, what have you lost? At least they will see how they should have behaved towards you. If nothing else, other people notice respect and kindness.

8. NEVER PUT DOWN YOUR OPPOSITION - One of the greatest tragedies of being Australian, is that from a young age we learn to pull the "tall poppy" down from his or her pedestal. Once tried a few times, it becomes easier to knock those people on other occasions. In time we become cynical. As a nation, we have a world-wide reputation of being a country which has an unenvied pastime - that of being "a nation of knockers".

However, if you want to survive in business, AVOID KNOCKING YOUR OPPOSITION, YOUR PEERS AND YOUR SUPERIORS. In fact, if you show little or no respect for others, how can you expect your prospect's to show respect for you and your products? Avoid bringing up the opposition in either the presentation or in conversation unless you can portray an industry problem to which you have a solution. Whenever you do this, keep it brief and to the point, and never dwell on the failings of others for too long.

9. BE CALM AND CONFIDENT - Most people can sense anyone that is uptight, nervous or unsure of themselves. That also goes for anyone that is desperate to sell something. Let me explain. If say you have not been able to secure enough work to pay the bills for a little while, or you have done work on account and are yet to be paid, chances are you will try harder to get the sale. In doing so, you may try too hard in your quest to pay the bills, and that in turn would come through in your mannerisms.

During the presentation, people may get the feeling that something is wrong - and not knowing your circumstances become unsure of you or your motives. That decision was made as a direct result of what they felt at the time - because they felt something was not quite right. On the other hand, a calm, confident nature attracts others to you. It makes them feel good in your presence. And people like to do business with people they think will serve their needs best.

10. BE WELL GROOMED AT ALL TIMES - Being well groomed does not mean that you wear the very best clothing you can afford each day of the week. A wise man once told me that at the first meeting people notice two things above anything else - the hair and the shoes, and in that order too. Since then I would have to say I agree with him. Besides, I have had countless others tell me its true, and that's what they look for too.

So please, ensure you hair is neat and tidy at all times and properly cut and styled. Not only will you look better, but you will feel better because of it. And it doesn't take much to clean your shoes. If you polish them daily, they will not only look better, but will scuff far less and maintain their original lustre longer. These days polishes are easy to apply and can travel in the glove box.

Personal hygiene is extremely important in this business and no-one would argue the merits of using an underarm deodorant. On the other hand, little thought goes into the use of oral deodorants - breath fresheners. These can be easily applied prior to each call. And you'll be surprised how much difference they make if you smoke or just after a meal.

11. BUT THE MOST IMPORTANT THING IS - In a word, there is nothing more important than your ATTITUDE.

That is:

your ATTITUDE about YOURSELF

your ATTITUDE about YOUR FAMILY MEMBERS

your ATTITUDE about YOUR BUSINESS

your ATTITUDE about YOUR APPROACH

your ATTITUDE about YOUR COMPETITION

your ATTITUDE about YOUR PROSPECT'S

your ATTITUDE about YOUR WORK STANDARDS

your ATTITUDE about YOUR ETHICS

your ATTITUDE about YOUR SUCCESS

your ATTITUDE about YOUR FAILURES

your ATTITUDE about YOUR OVERALL ATTITUDE

NOTE: If any of the above are wrong - nothing will seem right.

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This Article is by Peter Collins - In a sales career spanning more than 60 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 146 books he has written over the past 53 years, Peter has 72 Business Books to his credit. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2002, 2007, 2011, 2015, all rights reserved.

Peter can be contacted through his website – profitmakersales.com