![]() If you know your product inside and out, and you’ve set your objectives and prepared a general benefit statement, you will be well equipped going into your call, so have confidence. You’ve done your research, your planning, and your preparation, but the approach is where the rubber meets the road. Do you record a lot of videos or music?” or your first visit to a target business when you ask to set up a meeting with your prospect. The approach is your first phone call to your prospect, the moment on the sales floor where you walk over to a new customer and say, “That’s our newest model, and it has one terabyte of capacity. Similarly, the sales approach is the most intimidating point of the sales process for many salespeople because they know that the decision to buy or not to buy can often start with this initial contact. You were probably nervous because you knew the importance of making a good first impression. Think of a first date, your first day of high school or college, or any job interview you have gone into. BNET Health Care Industry, “Social Perception,” BNET, March 2001, col1 (accessed May 16, 2010). First impressions are quickly formed, difficult to change, and can have a lasting effect. “You only get one chance to make a first impression.” This is a saying you’ve probably heard many times before. But when you are meeting someone for the first time in sales, your approach won’t be successful unless you how you make a good first impression. ![]() ![]() In the case of the concert, you probably already know Paul McCartney and what to expect from him. In all types of selling, the approach precedes the sales presentation. While you might not think of Paul McCartney as a salesperson, his concerts, just like those of other rock stars and recording artists, are actually sales presentations for his new songs and albums. His brief welcome, tip to the past, and promise for a great show were all part of his short but effective sales approach The third step in the selling process the point at which you make contact with the customer. But Paul McCartney clearly understands the power of a strong approach. In fact, people didn’t come to hear him speak at all they came to hear him sing. Paul McCartney didn’t need to talk to the audience. “Paul McCartney at Citi Field Opening Song ‘Drive My Car,’” video, July 17, 2009, (accessed July 26, 2009). Then he played The Beatles’ classic “Drive My Car,” and the crowd went wild. It’s been a long time since I’ve been here.… I have a feeling we’re going to have a little bit of fun tonight.” “Paul McCartney’s first concert at City Field,” video, July 22, 2009, (accessed July 26, 2009). He started the concert by saying, “Welcome to the new Citi Field Stadium. When Paul McCartney returned to New York in July 2009 to play a concert at Citi Field, the new stadium built in the place of Shea Stadium where The Beatles first invaded the American music scene in 1965, the atmosphere was electrifying. Understand the role of first impressions and the importance of a strong approach.zip file containing this book to use offline, simply click here. You can browse or download additional books there. More information is available on this project's attribution page.įor more information on the source of this book, or why it is available for free, please see the project's home page. Additionally, per the publisher's request, their name has been removed in some passages. However, the publisher has asked for the customary Creative Commons attribution to the original publisher, authors, title, and book URI to be removed. Normally, the author and publisher would be credited here. This content was accessible as of December 29, 2012, and it was downloaded then by Andy Schmitz in an effort to preserve the availability of this book. ![]() See the license for more details, but that basically means you can share this book as long as you credit the author (but see below), don't make money from it, and do make it available to everyone else under the same terms. This book is licensed under a Creative Commons by-nc-sa 3.0 license. ![]()
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