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The First Impression
January 27, 2008
When a customer enters your store, or first approaches your company they will develop a first impression. The impression that is made could be the difference between success and failure. This is especially true with new customers that haven’t had an experience with you or your company. As we all know, or should know, customers are suspicious of salespeople. Through the years customers have developed a negative stereotypical perception of salespeople. Ask yourself, how many of you have had a bad experience with a pushy or overly aggressive salesperson? Then put yourself in the customers’ shoes, they may perceive all salespeople as being pushy or overly aggressive.
The first impression that you make will set the tone for the entire sales presentation. The first impression may be both that you are smiling, happy, willing to serve and converse, or that you are just another stereotypical unprofessional salesperson. It is totally up to you.
Are you smiling and happy on the inside as well as on the outside? Does your body language tell the customer that you are eager and willing to serve them and their needs? Do your eyes tell the customer you are interested in helping fulfill the customer’s wants and needs? Does the ambiance, or the feel of your company make the customer feel comfortable and at “home” with your organization? Are the questions you ask designed to uncover the possible emotional aspect of the purchase? Are you focused on really listening to what the customer is saying and what might be between the lines? Is your presentation conversational or interrogational? Is the radio or sound system helping to make the customer feel comfortable with soft music that couldn’t possibly offend anyone?
All these things set the tone for the presentation and the first impression that the customer may have. Look in the mirror at what the customer sees and look at your company through the customer’s eyes. You may be surprised at what you see.
www.iastraining.com
Posted by Brad Huisken on January 27, 2008 | Comments (0)
