How do I make a lasting impression?

As salespeople, we need to be able to stand out from the crowd. I have seen a lot of gimmicks over the years that salespeople have used in order to be more memorable to prospective clients. They have run the gamut from salespeople bringing in homemade brownies, wearing quirky bow ties, or even handing out bumper stickers with their faces on them. The problem is that gimmicks only work for a short time, and they do not often create a lasting connection.

So, what should you do if you want to make a lasting impression on a prospective client and you only have a few minutes to do so? You should ask your prospective client a question about how he or she became successful. One of the most valuable things I have learned over the years is that people love to talk about themselves. Doing so gives them a feeling of warmth and camaraderie towards their conversation partner.

How do you get them to share their story with you? You can ask them, “I see you started your business back in the year XXXX. You must have had some exciting and challenging times to get this business to where it is today. Can you tell me what prompted you to start your company? As you look back over the years, what do you believe is the reason that it is so successful?”

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).