You are always being evaluated. From the moment you introduce yourself to someone, they are subconsciously (or consciously) making value judgements on you, especially when you are selling something.
While many people think that the best way to sell something is your pitch, the moments, interactions, and first impressions that come before are equally, if not more important. Most of us have been in a situation where a salesperson just ‘rubs you the wrong way’. Its not necessarily something they said or did, but the way they carry themselves, their tone, and their energy. Too often, salespeople overemphasize their pitch and overlook the part of the sale that matters most: building trust.
If you come across as uncertain, people will question what you are selling. If you come off as overconfident or cocky, people might be more hesitant to buy from you. If you come across as overly aggressive, people may become defensive. However, if you strike the right balance early, you will find that people will be much more open and enticed by not only what you are selling, but you as a person.
Two people could say the exact same thing, but the one who communicates confidently and clearly, will always be more persuasive than the one who is overly aggressive or unsure. Forst impressions set the tone for trust, and while the pitch is important, you won’t get anywhere unless you strike the right ‘balance’.
I could not agree more with you on your statements about first impressions. Dr. Biddle actually told us that when you are in an interview there is a 10 se – 1min window for you to make a good impression or bad. And depending on what impression you make their interview will go accordingly. It is the same in sales, if you are disingenuine or rude to a buyer you might lose their business before you even had a chance.