The best ways to make a good first impression.

MitchM

As a closing technique it doesn't make a good impression on me, realtor. "Also, when the other person doesn't try to become my friend or use selling/closing techniques such as equivocation (to name one), that also makes a good impression on me." - MitchM

One of the best ways of making a good impression on me and keeping it that way is when I say I want XYZ you ask me questions to know exactly with details are important to me, keep all rhetorical questions, equivocations, all closing techniques out of the process FROM THE BEGINNING, and strictly stick to the facts of the sale.

What this imaginary salesman is saying may not be wrong - I just don't need it or want to hear it.

What's right about it in your opinion?

MitchM

realtor

It looked fine to me. It didn't look like a closing technique. It looked pre-planned but if the shoe fits that's okay to me.

MitchM

Yea, it could be that too front, back or middle end. I guess what I'm saying is like saying I like very spicy hot spicy chili but don't give me chili that isn't spicy hot - it won't impress me. Sometimes it's a matter of taste, realtor.

I once thought about getting into the real estate business. "What are some of the best ways you know of for making a good first impression?" - Topic of thread.

MitchM

realtor

That's true. Good point.

Skip Anderson

MitchM, after several months of reading your posts, I've concluded that you are simply hyper-sensitive to salespeople, and you have a strong dislike of salespeople even though you are one yourself. I could be incorrect, but that's the impression I get.

In my experience, 99% of prospects are:

...more forgiving than you seem to be
...more flexible than you seem to be
...more willing to be "sold" than you seem to be

That doesn't mean you're a bad person, or that there's anything wrong with you. But it does mean that inexperienced salespeople reading these forum posts should understand that you (as you describe yourself) are not a typical prospect. It would be unfortunate if inexperienced salespeople reading these posts would conclude that many or most or all prospects have as strong a dislike of salespeople as you do.

Many prospects have their guard up, but most eventually let their guard down and are willing to have healthy dialogue with a salesperson without so many conditions (and maybe even have some fun in the process). I think it's important for less experienced or new salespeople who hang out here to know that.

Skip

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MitchM

"But it does mean that inexperienced salespeople reading these forum posts should understand that you (as you describe yourself) are not a typical prospect. It would be unfortunate if inexperienced salespeople reading these posts would conclude that many or most or all prospects have as strong a dislike of salespeople as you do." -- Skip

I believe I am typical in many ways AND I do not have a strong dislike of salespeople which is your conclusion - not my indication. BUT there have been some I haven't liked along with those I have liked. Even experienced salespeople reading these posts might learn something important to them if they were to cultivate an open and clear mind.

Skip. I meet weekly and have for years with a Business Networking International (BNI) sales group and many are my personal friends - very few have I disrespected. The same goes for the people I've done business with in my life.

The extreme you go to to convolute my posts is exceptional, Skip, when my posts would be a primer for inexperienced salespeople. For example:"I'll limit this to a sales situation. When someone offers me something and his or her language is clear and descriptive, to the point, and is free of rhetorical questions but sticks to a YES or NO close-ended question for me to make, that makes a good impression on me.

When a conversation begins ear-to-ear or face-to-face and the other person continues to ask and answer questions clearly with either YES or NO close-ended responses OR responses that either ask for clarification or provide important conditions of satisfaction details, that makes a good impression.

Also, when the other person doesn't try to become my friend or use selling/closing techniques such as equivocation (to name one), that also makes a good impression on me.

When the other person is polite and attentive that also makes a good impression on me." -- MitchM

Inexperienced and otherwise salespeople would be wise to study that post and contemplate themselves - I think and feel like many buyers think and feel.

BUT Skip, rather than once again commenting on my posts why don't you add something of value as I always do my best to do and post in reference to the poster's topic - what can you add to that rather than conclude things about me?

MitchM

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MitchM

Story one: I took a call and the seller on the other end offered me expanded service and lower rates for my mobile phone. As she began asking me questions before giving me a chance to speak I interrupted and said: Excellent! I want expanded services and what I'm paying now is $55 monthly. What will my new service include and my new rates be?"

She began to explain something I found difficult to follow and again began asking me questions so I repeated what I had said ending with: "That's exactly what I want. Can you give it to me."

She then said that my rates would be increased to $65 BUT that was lower than previous rates for the new expanded services she would tell me about. I interrupted her and said I wanted to go back to what she had said in the beginning and I only wanted two things: 1. expanded services at 2. rates lower than $55 monthly as she had led me to believe.

She hung up on me.
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Story two: I got a call a couple of weeks ago from someone wanting to contract drive way plowing this winter. I gave him an emphatic NO. He then said he could also do plowing by the job if that were something I wanted. I said I might and I took his number. We ended the call and I presume he continued to make his calls.
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Caller #2 left a good impression with me while caller #1 did not. I respect anyone in a sales job who listens to me, respects my YES or NO, and doesn't try to change my mind from a NO to a YES. Likewise, I do not respect a deceptful or misleading question or statement.

I also respect the options I am given if they are clear, concise, and direct as long as I can give a YES or NO and that continues to be respected.

I find trust and respect in even a two minute business relationship happens or doesn't every time. The same is true in a business meeting. The good impression comes from trust and respect which comes from the kind of dialogue story #2 illustrates.

MitchM

klozer

Yeah, I actually agree with both. It really depends how the buyer WANTS to be sold. This is where having a good judgment of character comes in handy. This way you adjust your style to theirs.

Conversely there are people that are actually IMPRESSED with hyperbole... ever notice those annoying little interruptions during the Super Bowl?

Anyways, sincere enthusiasm is a great impression maker, imo.

MitchM

Maybe I misunderstand you, klozer. Do you really believe some buyers like to be sold by deception? Do you believe that if the seller can adjust to the buyer and "instinctively" knows the buyer likes deception it's okay to sell that way?

MitchM