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How to Leave a Lasting Impression in Sales

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  • 0:03 How to Make a Bad Impression
  • 0:44 Remembered for the…
  • 4:41 Lesson Summary
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Lesson Transcript
Instructor: Beth Hendricks

Beth holds a master's degree in integrated marketing communications, and has worked in journalism and marketing throughout her career.

We all know the first impression is important, but how about a lasting impression? In this lesson, you'll learn more about techniques for helping sales professionals leave a lasting impression on clients.

How to Make a Bad Impression

Imagine you're at a party when your friend introduces you to one of her co-workers. He seems nice enough at first, but after 10 minutes, you've changed your mind about him. He spent the entire time talking about his personal life, kept interrupting others, and eventually spilled his drink all over you before bumping into another party-goer and stomping off in a huff.

What you just witnessed was the quickest way to leave a bad impression. Luckily, we've packed this lesson full of tips and techniques to help you avoid scenarios just like the naughty party-goer. Continue on to learn about ways you can leave a lasting impression as a sales professional.

Remembered for the Right Reasons

In sales, it's important that you be remembered—and for all the right reasons. Let's take a look at some of the easiest ways to do that.

Be Yourself

Authenticity, that is, being real or genuine, is an important trait for sales professionals because customers can pretty easily detect when the person they're dealing with is being fake. It can be intimidating to be yourself, though, particularly if you're nervous or trying hard to make a good impression.

The good news is that being authentic doesn't require any special skills or training. It's simply being yourself with your own opinions and personality. If you feel yourself slipping into inauthenticity, acknowledge it and remind yourself who you are. Understand that having your own ideas and approach might feel uncomfortable at times, but it will leave the right impression of your true self with others.

Be Curious

People love to talk about themselves, so a great way to leave a good impression is to show genuine curiosity and interest in your customers. You can do this by asking questions and using active listening, which requires you to be fully engaged in the conversation.

Empower Others

Empowering your customers happens when you take the focus off of making the sale and put it squarely on arming your customers with the knowledge they need to make the best decision for them. Your customers will recognize when you're more focused on solving their need or fixing their problem rather than simply focusing on them as a number.

The best way to empower individuals as a sales professional is to be informed about your products and services, answer customer questions honestly, and engage in conversations that help customers feel energized and excited about dealing with you and your company.

Manage Stress

The sales profession can be a stressful one. Learning how to manage stress and pressure before and during a sale can help you strike the right tone with customers. If you can remain calm, cool, and collected, you'll prove to customers that you're able to handle pressure and adversity in the right way.

Sales professionals can actually benefit from harnessing the benefits of stress by using that energy to set goals and challenge themselves a bit by stretching their capabilities. Use perceived failures as learning opportunities. Find ways to break outside your comfort zone so that when the high-pressure sales meeting happens, you're primed and ready.

Use Clear Language

From the moment you introduce yourself to the heart of the sale, using clear, easy-to-understand language is essential for making a good first - and lasting - impression. You may feel comfortable speaking in slang or talking more quickly, but those traits are likely to be off-putting to potential clients.

In addition to speaking clearly, using the right tone and volume and enunciating your words, or adapting your communication in a way that resonates with your customer, are also helpful. Use the tactic of mirroring, or mimicking the style and tone of the customer's own language, to help them feel more comfortable.

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