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The Sales Book by Graham Yemm

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Creating the right first impression

Objectives

  • To appreciate why it is important to manage this step carefully
  • To understand how to present yourself appropriately to create a good impression
  • To recognise how to adapt your initial approach to create the right impression

Understanding

The old saying ‘You never get a second chance to make a good first impression’ has a lot of truth in it and is very relevant in the sales environment. Whether we like it or not, people make a wide range of judgements when first meeting someone. (You do the same with your prospects!) Even when talking with someone on the telephone the principle is the same, the difference being that our judgements are based only on the voice. There are three key elements to this ...

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