by Nick Cane
“First impressions are formed in the blink of an eye, but their impact lasts a lifetime” is an expression I repeated to myself before meeting potential clients for the first time. The science behind this mantra suggests people form an opinion in seconds. Some studies have shown that people form initial judgments about others within milliseconds of meeting them. These opinions can impact sales success and career growth. This article explores how sales professionals can make their best first impression when meeting new prospects for the first time.
Every salesperson knows the importance of making a good early impression. However, it is all too common that, despite this awareness, buyers are often left with a negative impression after the initial meeting with a seller. This begs the question: How does this disconnect occur when sellers understand that their success hinges on the opinion of the buyers they are working with?
The answer lies in the fundamental dynamics of human psychology. As social beings, we are hard-wired to judge others rapidly based on limited information. Our brains automatically seek cues to assess trustworthiness, competence, and likability. These instinctive evaluations guide our subsequent interactions and influence our decisions.
For salespeople, understanding first impressions is not just a matter of intuition but a strategic imperative. A positive initial impression helps foster trust, instill confidence, and create an environment conducive to open dialogue. On the other hand, a poor first impression can create barriers, raise doubts, and hinder communication and the sales process.
Start with Low Ego
Have you ever observed a new salesperson who appears nervous and cautious at the beginning of their sales career, carefully choosing every word and action? They diligently follow the sales training and coaching they received and experience early sales success. They might even set a new sales record, and their potential seems unlimited. However, after this initial peak, they seem to reach a plateau and never manage to achieve the early high-performance results again. (more…)
