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First impressions matter.
In sales, a positive first impression can determine whether a customer decides to buy from you or a competitor. A negative one can cost you both money and the opportunity to establish a relationship with a new customer. The key to making a good impression and building rapport in sales is by applying the SEE factors — Smile, Eye Contact, and Enthusiasm. Non-verbal cues through facial expressions and body language can make the difference between success and failure — even before you say a single word.
First impressions are fast, but they last.
Countless studies, surveys, and experts vary in their claims on how long it takes to form an impression of someone — from 27 seconds to seven seconds to even as little as one-tenth of a second. Further research from an international team of psychologists shows that a first impression persists, even if a new experience contradicts it. People view the contradictory experience as a one-off occurrence tied to a specific context — a perception that’s difficult to change. The takeaway is that you won’t have a second chance to make a great first impression, so make every second — or millisecond — count.
Here are five tips for making a good impression and why they’re important:
1. Perfect your handshake.
A handshake is more than an initial greeting. It’s often the first connection with the customer and can set the tone for the rest of the sales conversation or meeting.
A good handshake should be:
2. Smile.
A smile is contagious. It communicates warmth and approachability, instantly putting the other person at ease and in a better mood. A genuine, inviting smile can improve your likeability and get the other person to respond more positively to you. When smiling, make eye contact to transmit openness, trustworthiness, and interest in what they have to say. People love doing business with those they like and trust. It's human nature.
3. Be confident.
Research shows that people who are confident appear more competent, credible, and trustworthy. They exude confidence through their expertise, attitude, presence, and demeanor. So, when meeting people, do your research and be prepared with relevant talking points and smart questions. Be calm and self-assured, not cocky or arrogant. Be articulate and speak deliberately and clearly. Stand in an open, relaxed posture with your chin up, back straight, and arms at your side. Finally, dress to impress because when you look sharp, you feel sharp. Being confident makes people comfortable around you and more receptive to what you have to say.
4. Be thoughtful.
Thoughtfulness is grounded in empathy, so tune into the other person, listen more, and say less. When someone speaks, show genuine interest and understanding by summarizing what you’ve heard and asking follow-up questions. Choose your words carefully and speak with honesty and sincerity. Read the room and modulate your tone and approach appropriately. Thoughtfulness creates an emotional connection that elevates the conversation and builds rapport and trust with the customer.
5. Be energetic.
Positive energy and enthusiasm are infectious. When you’re fired up, it shows you care and passionately believe in your product, service, and company. It engages and motivates the customer and gets them excited too. Just make sure you don’t get carried away. Nothing is more off-putting than over-the-top energy and enthusiasm that feels fake and insincere.
By following these five simple tips, you’re making a good first impression that’s a lasting good impression. You’ll connect with the customer, start building rapport, and improve your odds for success in any sales interaction.
Ready to go beast mode? Beasts at sales are energetic, engaged, and capable of accomplishing just about anything! Unleashing your inner sales beast means stepping up your game to succeed at sales. Being a sales beast is a state of mind that drives you to be the best at what you do, but it also has a lot to do with how you behave and the image you project. While it’s important to trust your animal instincts, sometimes it takes a little good, old-fashioned discipline before things become instinctual.
By practicing the five B.E.A.S.T factors – body language, eye contact, awesome attitude, smile, and timing – you can start building great habits proven to help you succeed at sales.
Body Language:Your body is communicating with customers even before you’ve said a word. It’s important to understand the message you’re sending. Leaning on counters, tables, or desks as customers approach sends the message you’re bored and disinterested in speaking to them. It also doesn’t look very professional. Good posture has been shown in studies to make you feel more confident and prepared to make a sale. Facing the customer during a sales pitch can feel too confrontational, instead, stand to their side while you show them information. Don’t invade their personal space by getting too close, and avoid touching them other than a handshake, a high five, or a fist bump. Many people prefer not to be touched by strangers.
Eye Contact: Ever heard someone described as “shifty-eyed,” or have you noticed when somebody won’t make eye contact when they talk to you? It’s never a good thing. Keeping consistent eye contact helps you earn the customer’s trust by demonstrating that you’re confident and that you believe in what you’re telling them. It communicates sincerity and genuine interest. It also allows you to connect with the customer, build rapport, and improve their engagement in the conversation – all customer service wins. By focusing on the customer’s eyes, you encourage them to pay attention and listen to you, and you can gauge whether they understand what you’re saying.
Awesome Attitude: By working in sales, you are helping to connect customers with services and products. Thinking of your role in terms of serving the customer, rather than just selling to him or her, helps you create a better experience for the customer, and most likely will result in more sales. That’s because people like to buy from people who make them feel good, cared for. People are busy, and not everyone is going to be polite when you approach them to make a sales pitch. But there’s no excuse for a salesperson to be rude, and it certainly won’t help you succeed at sales. When you maintain a great, confident, and friendly attitude, a customer who has already said no might change his or her mind later. But a customer you’ve been rude to is lost forever, and he or she might encourage others to avoid you, your product, or your company.
Smile: Studies have shown what you probably already know instinctively, smiling makes people feel good about you. Have you ever been in a bad mood and tried to keep a scowl on your face while the person you’re talking to is smiling. It’s tough, isn’t it? Smiling is contagious. It puts other people at ease, helps to change their mood, and most importantly, it leaves them with a good impression of you and what you have to say. While learning to smile consistently, and in a way that feels sincere and not forced, take practice, it’s probably the simplest thing you can do to improve your chances of making the sale.
Timing: Even when you do everything else right, the success of your sales pitch can sometimes come down to timing. Starting your pitch when the customer is too far away can force you to shout at them. Waiting until they are right in front of you can create an awkward feeling of intimacy. When approaching customers in person, start speaking to them when they are about seven feet away. Don’t wait until they have already passed you, or else you’ll be speaking to the back of their head, which puts you at a disadvantage.
Unleashing your inner sales beast takes more consistency and discipline than the name might suggest. Becoming a sales beast requires developing great communication techniques and professional habits that make the customer feel that you sincerely care about them and have their best interests at heart. The best sales beasts don’t depend on their killer instincts; instead, they use their B.E.A.S.T factors to convey confidence, sincerity, and helpfulness, which add up to the kind of creature qualities customers can’t resist.