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LEADERSHIP QUOTE OF THE DAY (22 May 2012): People are more easily led than driven. - David Harold Fink

SUCCESS

How To Sell Yourself in 3 Minutes

3. Everything you do will make a greater or lesser impression than you think. Let’s take that first meeting with that new prospect again. Some small area of your behaviour or appearance at the start of the meeting that you thought was insignificant or didn’t realise you were doing, may have a greater impact on the impression you have immediately created. The opposite is also true. Let’s say your prospect is a woman and you stand up when she enters the meeting room, and wait until she is seated before you sit down. This small courtesy could generate a big impression – you may be perceived as a kind, caring, considerate person, the type of person she likes. Let’s hope the “halo effect” takes over!

4. Actions impress far greater than rhetoric. In sales speak, “do you walk the talk?” Any sales person can promise the world; the successful sales people always follow up. They deliver on their promises on time and with no fuss or need for accolades.
You can create a strong impression by delivering on your meeting promises within 24 hours (or sooner). This will give the prospect confidence and stimulate his or her status as an important person.
In the daily grind of sales, prospects will not develop strong relationships with sales people whose behaviour differs from what they feel is correct. Your goal at that first meeting is to understand what’s important to the prospect and display behaviour that links to this. Some of the behaviours that prospects rate as important are:

They need to feel special – not just another number in the call cycle.
They want and expect, quick responses.
They love ideas and creativity.
They admire courage.
They disdain deceit.
They need consistency.
They hate excuses.
They perceive you as fair.
They want to like you.

In short, place your prospect on a pedestal, display a burning desire to do what he/she wants, give away one great idea, demonstrate that no request is too big or too small to be acted upon (and act on it!), and finally, project honesty and express integrity.

Creating a favourable impression first up is a big key to on-going sales success. I’m not advocating that you manage your self-impression dishonestly, trying to be someone you’re not – that’s a sure recipe for disaster. Just be conscious that what you do and say in the first three to five minutes is a window of opportunity – this could be where the sale is won or lost. Create a favourable impression quickly. There is one common tenet in sales – people do business with people they like, full stop!

Rob McKay MA(Hons); industrial/organisation
psychologist.
rob@assess.co.nz
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