The first 30 seconds can be the most important period in your entire sales presentation. Let’s talk about this fact. Also let’s see if we can improve your closing %.
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Make The First 10 Seconds Count
Problem:
Stan always felt uncomfortable in those first few minutes when meeting prospects for the first time. He sensed that his prospects felt the same way when he met them. He wondered how his anxiousness affected his prospects and what impact it had on his sales calls and his income.
Analysis:
You’ve heard this one a million times, but it’s true. You have only 7-10 seconds when first meeting someone to make a favourable impression. People will form an impression of you when you first meet and if that impression is anything less than perfect you’ll start out with one foot in the hole making it difficult to regain rapport and credibility. Statistics published by W. Brooks show that making an unfavourable first impression will reduce your chances of getting the business by 93%. Making a favourable impression is one of those areas of selling where a slight edge can make a huge difference.
Solution:
To refine and polish your first impression, there are several things to remember:

* Do your homework ahead of time and find out what your prospect’s behavioral style is and, if appropriate, something about the person that you can ask about.
* Where appropriate, send a note or call in advance to confirm the appointment.
* Be on time.
* Dress properly for the occasion, but err on the side of being overdressed.
* Use their name when introduced. (A person’s name is their most favorite word plus it will help you remember it later).
* Match their handshake and frequency of eye contact. Remember, body language is 55% of rapport.
* Be aware of appropriate distance, usually 4-5 feet for Drivers and Analytical styles, and 3-4 feet for Amiable and Socializer behavioral styles.
* Stand erect leaning in slightly. Too upright is often interpreted as confrontational and can be intimidating.

And don’t forget to smile.
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Close The Sale Before You Present Solutions
Problem:
Since closing rates are in the 15-20% range nationally, one of the biggest concerns that management and salespeople alike have is a desire to increase closing rates. Although there are several reasons for this problem, one of the most overlooked is the tendency for salespeople to make proposals without knowing what will happen when the prospect gets the proposal. This is like rolling the dice and hoping for the best.
Analysis:
The traditional focus on closing has been to make sure we “ask for the business,” memorize a few good “closes,” or some other tactic. We’ve been told that we must qualify, make a presentation, and then close. We think that this approach makes little sense and puts the salesperson at a distinct disadvantage. Many salespeople don’t want to appear pushy so they act subservient – they would rather make a friend than make a sale. They feel that if they ask for a commitment it will sound tricky, “salesy,” and they might not like the answer. It’s easy to see that old habits are hard to break.
Solution:
You have a right to get a commitment from your prospect before you “reward” them with a presentation. Think of it as trading a proposal for a decision.
Try saying something like this before you make the presentation: “Assuming you’re totall...