Fleet Management News & Business Info | Commercial Carrier Journal
Issue link: https://read.dmtmag.com/i/251785
The First Impression F irst impressions are always important for a sales rep, and even more so when making a face-to- face call. If I know beforehand that the prospect knows little about my company, and nothing about me, I sometimes send a short bio-sketch and a few magazine and newspaper articles that have featured my company or were written by me. I provide something tangible to the prospect that adds a new dimension to the relationship. Rather than simply sending them a brochure about my company, I personalize it. ere are too many sales reps in the U.S. today to even come up with an accurate number. I think it's important for your prospect to know about your qualifications. No grandstanding or patting yourself on the back, just an informative look at your career and the customers you've helped. It tells him that he's not dealing with the run- of-the-mill sales rep. In the any business there are two kinds of sales people: those who add value to the client's business, and those who seem to mishandle every opportunity their company is involved with. Let the customer know early on that you fall into the first category. Of course, when the moment of truth arrives, you'll have to find the best way to make a good first impression. Take into consideration the particular dynamics of your prospect's age, position, and gender. You can always find something that will serve as a positive conversational starting point that has to do with the way your prospect has chosen to decorate his or her surroundings. It's a fact, people say a lot about themselves in the way they decorate their offices. Every prospect will react differently to what you have to say. Some are skeptical, while others are freethinkers who pride themselves on being open to new ideas. e point is you can't win everyone over with a single script designed to handle the first few minutes. BY DAVE DALLAS 11 INGREDIENTS TO CREATE A WINNING FIRST IMPRESSION: 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. 2. DEVELOP AND MAINTAIN A POSITIVE ATTITUDE e first thing a new prospect notices is if you're upbeat and positive. 3. VISUALIZE THE FIRST MEETING WITH YOUR PROSPECT BEFORE IT TAKES PLACE It will help you become more assertive and confident. 4. IF MAKING AN IN-PERSON SALES CALL, SHAKE HANDS FIRMLY, BUT DON'T OVERDO IT is applies to men and women. A weak handshake creates doubt in the mind of the prospect. 5. BE CONVERSATIONAL Speak as though you're talking to an old friend. 6. DON'T PREJUDGE THE PROSPECT Everyone is different. Respect their differences. 7. BELIEVE IN THE SERVICES YOU SELL If you don't, the prospect won't either. 8. LOOK PROFESSIONAL Your appearance is the first thing the prospect notices. 9. BE PROMPT How can the prospect expect your company to hold up their end of the bargain if you can't make it to your very first meeting on time? 10. USE HUMOR EARLY It's one of your most effective sales tools. Laughter signals approval, so make your prospect laugh. 11. BE SINCERE Sincerity wins customers - insincerity loses customers and prospective customers. Dave Dallas is Chief #OMMERCIAL/FlCEROF Sunteck Transport Group. Sunteck is a non-asset based transportation services company, providing transportation capacity and related transportation services through its agent network to shippers throughout the United States and Canada. Sunteck's services include ground transportation coast-to- coast, local pick-up and delivery. Sunteck has agreements with less than-truckload, contract carriers, truckload common carriers and independent owner- operators. For more information, visit www.sunteckagent.com. 16 IT MAGAZINE V o l . 8 , N o . 1