Consider this: You have 60 seconds to make an impression that – get this – lasts a lifetime. And most failed sales pitches are lost in the first 90 seconds of the meeting.
In other words, first impressions are a big deal . . . a REALLY big deal. And we are all capable of getting a little complacent . . . alright . . . lazy . . . about our appearance and demeanor.
Fortunately, there is a beautiful way to get instant feedback on the first impression you are making. Read more
I was on the road last week and had all sorts of good and bad sales and customer service experiences.
On the bad side, I received a quote for some work from a building services company. I called and talked to one of the inbound order takers and asked if I could get a more detailed breakdown of pricing (which seemed high). There was a long pause and then the rep, who obviously had no training on price objections, kind of stuttered and said . . . “that is just the way we price things.” That broke trust, and they lost the order. I was also working with a landscaping company who came out, gave me a bid and then disappeared. I called a couple of times and finally the estimator called me back clearly annoyed I had been pushing for some answers. Good bye! Read more