The former impression is the impression that the unconscious social perception object is formed after the previous contact. The initial impressions given by the other party's instrument and grace when they first met often formed the basis for future interactions. The average person usually classifies others according to the initial impression, and then infers and makes judgments from this type of system.
The interaction between people and the establishment of interpersonal relationships is often based on the judgments formed by the previous impressions. According to relevant research in psychology, people can maintain a positive impression of other people or things within 7 seconds for 7 years. Once the positive impression left to others is formed, it is difficult to change.
What I got from the previous impressions was mainly about the impressions of the other person's expressions, gestures, instruments, costumes, talks, eyes and so on. Although it is fragmentary and superficial, it is very important. Because, under the psychological influence of preconceived, the former impression can often play a key role in human cognition.
“The front impression is a more important impression.†Similarly, in the sales process, the front impression is a more important impression, and it plays a key role in the successful sales. According to relevant statistics, the failure of sales personnel, 80% of the reason is because the previous impression left to customers is not good. In other words, many times, before you even introduce the product, the customer has decided not to communicate with you further. In fact, there are only three types of customer rejection: the first is to reject the salesperson itself, the second is to have no confidence in your company or product, and the third is that the customer has problems. Therefore, whether to give customers a good first impression is very important for the next mutual communication.
Consumers are very sensitive to the salesperson's appearance, style and opening. The sales staff should be polite, sincere and pragmatic, and leave a good impression on the consumers. The sales staff will guide customers' attention and trust to their products through their own affinity. .
Although it is often said that you can't judge a person with a positive impression, often our customers often use a positive impression to evaluate you, which determines the customer's willingness to continue to talk to you. When you meet with the customer, the customer's previous impression on you depends on the salesperson's appearance and manners. It includes the following three aspects: 1 your instrument, 2 your attitude, 3 your opening remarks.
Shape your professional instrument image When you meet with a customer before, the impression you give him is your instrument and is linked to the products and services you sell. It's hard to convince customers that a salesperson with a poorly dressed hair can provide high quality products and services. Here are a few tips to help you make a good customer a good impression of you:
1 Dressed properly, solemnly. Better than the customer wearing a "small point" can reflect the respect of the customer, and will not open the distance between the two sides;
2 Do not smoke, chew gum or drink in the customer's office;
3 posture is correct, to show confidence;
4 All non-essential items should be left outdoors (such as jackets, umbrellas or newspapers);
5 maintain eye contact with potential customers;
6 steadily and actively shake hands with the customer while maintaining eye contact;
7 correctly name the other party's name and title.
Have a warm and positive attitude towards the visit. Smile in the sales process. If you haven't just encountered any special grief, please keep smiling.
Smile can reflect a positive image to customers, show your friendliness, and it is also a catalyst for communication with people. Not everyone likes Maitreya, but few people hate Maitreya.
The impression of an attractive opening statement is the key to your success. The way the opening words are communicated determines whether you can touch people. Your communication, sincerity and creativity will influence the atmosphere of the entire interview. They also affect the listening attitude of prospective customers. If you get his attention and respect from the beginning, you are likely to get the same respect throughout the game. On the contrary, you may return empty-handed. There is only one thought in the customer's mind: What do you want to do? The sooner you talk about the key points, the better for you. This is a more effective opening statement, and prospective customers will be less aware of the marketing staff.
No matter how you start the game, you have to stay excited. You want to see your prospective customers from the bottom of your heart, meet prospective customers, and want to know him more, and want to make good friends with him. Your attitude and concentration are also important to the opening. A positive attitude will impress prospective customers, while concentration will stimulate your creativity and actively drive and influence your customers' attention and interest.
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