Problem: Stan always felt uncomfortable in those first few minutes when meeting a prospect for the first time. He sensed that his prospects felt the same way when he met them. He wondered how his anxiousness affected his prospects and what impact it had on his sales calls and his income.
Analysis: You’ve heard this one a million times, but it’s true. You have only 7-10 seconds when first meeting someone to make a favorable impression. People will form an impression of you when you first meet and anything less than perfect starts you out with one foot in the hole making it difficult to regain rapport and credibility. Statistics published by W. Brooks show that making an unfavorable first impression will reduce your chances of getting the business by 93%. Making a favorable impression is one of those areas of selling where a slight edge can make a huge difference.