The initial approach to a prospect is the most crucial part of the sales presentation. All the selling skills in the world won’t matter if you don’t get your foot in the door. First impressions are lasting impressions. You can’t win everyone over with a single script designed to handle the first few minutes. Below are some of our top tips for the initial approach.
1.Believe in yourself. If you don’t believe you can win the prospect’s confidence, you’ll self-destruct in the opening moments of your first sales call. You also must believe in your company and the services you sell. If you don’t have a belief in your services, how can you expect your prospect to believe in what you’re offering?
2. Develop and maintain a positive attitude. Give the prospect a nice, warm, genuine smile. Show that you appreciate their time and willingness to meet with you. Be sincere. Sincerity wins customers – insincerity loses customers and prospective customers.
3. Be professional. Dress professionally and maintain a clean appearance. Shake hands firmly, but don’t overdo it. Make an impression of strength and steadiness, but don’t use an obnoxious amount of force, or shake for an overly long time, as that can make the prospect uncomfortable. Part of this consistent and professional front is also being prompt. Lateness tells the prospect you don’t respect his or her time.
4. Be likeable. Be conversational and use humor early. Likeability is the key to building a connection with your prospect, and that will help you make more sales.
5. Qualify the buyer early, preferably before your first face-to-face meeting. Know the prospect’s industry and business before you make the call. It is important that you know who the decision maker is and make your presentation to