Make the first impression count

[mouakter13]

Effective sales communication is essential regardless of your sales objectives , and that includes verbal and nonverbal interactions. To easily establish a psychological connection with new prospects, make first impressions count every time by refining the following:

What you say and how you say it

The attitude you show


What you say and how you say it. Conversational receptiveness is the practice of using language to signal your interest in another person's perspective. Being receptive in your sales conversation will not only make you more persuasive, but your prospect will also like you more and be more interested in partnering with you.

The key to conversational receptivity lies in the use of recognition nurse database words and positive terms, rather than negative ones.

If you plan your first phone , video, or in-person meeting by listening and acknowledging what your prospect says, you'll build stronger connections sooner than expected and avoid common sales conversation mistakes.

The attitude you display. Sales psychology tells us that both the need to be liked and appearing overly confident can be major turn-offs for buyers. However, that doesn't mean you shouldn't always strive to be likeable.

Avoid starting your sales calls or meetings by criticizing the competition. Not only do people tend to attribute the negative traits we describe in others to us (a phenomenon known as spontaneous trait transfer), but research shows that a positive attitude helps sales professionals perform better.

In a shocking study conducted at Metropolitan Life Insurance in 1985, positive psychologist Martin Seligman demonstrated that optimism is one of the keys to sales success, even more so than salesmanship.

New sales agent candidates who had failed Met Life's aptitude test but performed well on the optimism test that included Seligman sold 57% more than their pessimistic counterparts in their first two years.