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Jan
09 2012

Rocky First Impressions Can Kill Your Business

Syndicated from: Fearless Selling » Blog

“Good afternoon, Bob Smith.” “It’s Lisa Henderson calling.” “Uh, hi. How can I help you?” “I don’t know; you left me a voice mail yesterday and I’m returning your call.” “Oh yeah. Sorry, I called a lot of people yesterday (insert uncomfortable silence while you frantically search for the reason you called Lisa Henderson). Oh right! Lisa, the reason I called is…” Obviously, this call did not get off to a good start. Unfortunately, this is not an uncommon occurrence. A conversation similar to this took place a few days ago when I returned a vague message that was left on my voice mail. Needless to say, the person who called me did not make a positive first impression, especially when he made me wait for the better of 90 seconds until he figured out why he called. I didn’t know if he was a potential prospect looking for sales training or someone trying to sell me something. As it turned out, it was neither. But that’s not the point. When you place a call and leave a message the person you called expects you to be prepared when they return your call. That includes recognizing their name. This is particularly important when contacting new prospects. You have exactly one opportunity to make a great first impression and if you answer an in-bound call anywhere close to the above example, you run the risk of alienating your prospect which means it will be more difficult to earn their respect and move the sales conversation forward. If you want to succeed in sales you need to be completely prepared for every call back to ensure that a rocky first impression doesn’t kill your business. Planning a sales meeting, conference or training session in 2012? Give me a call and we discuss how to get the most from it. 905-633-7750, kelley@fearless-selling.ca.

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