Up to this point in our discussion, we have researched and learned a lot about our potential customers. You will have your first encounter with a prospective customer during the approach. You may not be sure what they will say; this can be a little nerve-wracking. You must trust in yourself that you have prepared for this interaction. Like the start of any relationship, this is an opportunity to create a sound foundation. In this phase of the sales process, you can make a great first impression and establish rapport with the customer. In this unit, you will learn about the importance of making a good first impression, the six Cs of the sales approach, how to dress for the meeting, how to start on the right foot, how to best approach the particular selling situation, and how to overcome obstacles in getting that appointment.
Completing this unit should take you approximately 3 hours.
You only have one chance to make a good first impression. They are formed quickly, difficult to change, and have a long-lasting effect.
This section will teach you the importance of making a good first impression. First impressions have a long-lasting effect and can be difficult to change. Pay particular attention to the six Cs, or points to remember before and during your sales approach. The six Cs are confidence, credibility, contact, communication, customization, and collaboration. Complete the three exercises at the end of the section, considering the impact that the six Cs have in your approach.
People like to buy from people they like, so if you can establish rapport and find common interests with your customer, you may gain an advantage over your competition.
In this section, you will learn some pointers to help you start the relationship positively. Complete exercises 5, 6, and 7 at the end of the section.
In this phase, you want to make a great first impression. Do not say anything that could be interpreted as offensive. Do not share your political or religious views. You want to connect with your prospect on a personal level. Be aware of cues in their office that may signal their interest. For example, if you see a diploma on the wall or a picture of their family, having a conversation around that is a good way to connect personally.
This narrated presentation provides insights into some common actions to avoid when meeting with a customer. Avoiding these actions will improve your ability to meet the needs of your customer.
This review video is an excellent way to review what you've learned so far and is presented by one of the professors who created the course.
Watch this as you work through the unit and prepare to take the final exam.
You can also download the presentation slides so you can make notes.
We also recommend that you review this Study Guide before taking the Unit 4 Assessment.
Take this assessment to see how well you understood this unit.