Amp Up Your Sales

CHAPTER 13

The Power of the First Perception

If you want to energize your sales efforts and increase your ability to move a customer to a decision more quickly, you need to focus on making a powerful first impression. And responsiveness, more than any other tool at your disposal, is the most effective method for making that impression.

Your ability to win any order hinges in large measure on the customer’s initial perception of the value you’re able to provide. And this perception is formed within the first few seconds of your initial interaction. The very first actions you take to shape the buyer’s perception of you—their primary point of contact for learning about the products and services you sell—will often spell the difference between winning ...