{"id":26514,"date":"2021-02-08T20:06:34","date_gmt":"2021-02-09T00:06:34","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26514"},"modified":"2021-02-10T18:38:35","modified_gmt":"2021-02-10T22:38:35","slug":"first-impressions-in-sales","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/first-impressions-in-sales\/","title":{"rendered":"First Impressions in Sales: You Only Get Four Seconds"},"content":{"rendered":"\n

How important are first impressions in sales? Can a good first impression really mean the difference between making or losing a sale?<\/p>\n\n\n\n

Making good first impressions in sales comes down to the first four seconds. If you succeed in your first impression, the prospect will believe that it\u2019s worth taking their own time to listen to you.<\/p>\n\n\n\n

Read on for tips on making good first impressions in sales from Way of the Wolf<\/em>.<\/p>\n\n\n\n\n\n\n\n

Make Good First Impressions in Sales<\/h2>\n\n\n\n

First impressions in sales are critical. People decide in the first four seconds on the phone whether to trust someone\u2014this happens even more quickly in person at a quarter<\/em> <\/strong>of a second (although they continue their judgment and don\u2019t reach a final one until about four seconds in). In those first four seconds, do three things:<\/p>\n\n\n\n

  1. Be sharp. <\/strong>Sound and act like a person who can solve problems. For success that lasts, while you\u2019re doing your best to sound like an expert, actually work towards becoming one.<\/li>
  2. Be an expert<\/a>. <\/strong>We\u2019ve been conditioned since we were little to go to experts, like doctors, tutors, or coaches to help us solve our problems. So offer a perspective that conveys deep knowledge\u2014use \u201cindustry speak\u201d but simplify it for the client. <\/li>
  3. Be enthusiastic. <\/strong>Believe in the product you\u2019re selling. It\u2019s better to sell something that you feel is truly valuable and you feel good about selling. <\/li><\/ol>\n\n\n\n

    Studies say that when someone develops a negative first impression of you, it takes eight <\/em>positive impressions to make the person\u2019s overall impression of you positive. It\u2019s exceedingly unlikely a salesperson will get eight more chances if they don\u2019t make a good first impression. <\/p>\n\n\n\n

    If you succeed in your first impression, though, the prospect will believe that it\u2019s worth taking their own time to listen to you. They\u2019ll believe you\u2019re a successful salesperson, all of whom share four qualities:<\/p>\n\n\n\n

    1. Getting straight to the sale.<\/li>
    2. Realizing the prospect\u2019s time is valuable.<\/li>
    3. Presenting a solution that the prospect needs quickly.<\/li>
    4. Continuing to be helpful long-term.<\/li><\/ol>\n\n\n\n

      Again, all of this happens within the first four seconds. <\/strong>Don\u2019t run over your prospect by talking on and on\u2014this won\u2019t help you.<\/p>\n\n\n\n

      Gather Information<\/h3>\n\n\n\n

      If you succeed in making a good first impression<\/a> in the first four seconds, you must then find out as much as possible about the prospect. This includes:<\/p>\n\n\n\n