Let’s take a look at 10 simple things you can do to ensure that your first impression is a positive one for you and for your prospects:

Complete your pre-call effort so that you, too, are comfortable. Don’t enter into an environment that is totally alien or unknown to you.

Arrive early. Use the time to observe the surroundings, feel the environment out, develop a sense of the culture and the pace and tone of the prospects’ business or style.

Dress appropriately for the occasion. Don’t allow yourself to feel uncomfortable or self-conscious about your dress or image. Do your best to dress just one notch above your prospect – position yourself as an expert in whom they and their colleagues will find confidence. Don’t overdress-and don’t underdress for the occasion.

Meet your prospect with confidence, not arrogance. Don’t be subservient, either. Be fully confident of your ability to provide them a service or product that will satisfy a problem or challenge they have.

Allow your prospects to do most of the talking if they choose to do so. Remember, a vast percentage of prospects dislike unsolicited small talk, so don’t sound like a broken record!

Tell your prospect the reason for your call and the proposed agenda for the meeting. Confirm that they are comfortable with that agenda and ask them if that is acceptable to them.

Imagine you are a guest in someone’s home. Follow the best rules of etiquette you know. If offered a beverage, for example, don’t decline with "I don’t drink coffee".

If you have driven to your prospect’s facility, be sure you have parked in the appropriate place. Ensure your car is neat, clean, washed and uncluttered.

Pre-pack your briefcase, sample case and sales tools. Double-check that every thing that you will need is there. Don’t run the risk of reaching for an essential element (business card, brochure, etc.) only to have to say, "I’ll have to send you one." That is not presenting the right image.

Always maintain proper hygiene. Double-check your hair, fingernails (there is nothing worse than pointing to a section of a brochure and noticing that the dirt from working in your garden is still under your fingernails!), shoes, etc. to ensure that everything is properly maintained.

Like lots of sales skills, this phase of the sale is shrouded with myths, half-truths, folklore and fabrication. Don’t fall prey to these false ideas. Instead, go with the facts. Break the mold. After all, that’s what real top sales performers do. Isn’t that why you read this article in the first place? To be a peak sales performer?

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©2000 Bill Brooks, The Brooks Group, Greensboro, NC. All Rights Reserved.

For almost two decades Bill Brooks has been one of America’s most in-demand sales speakers. The reason behind Bill’s tremendous popularity is that he has successfully accomplished what other sales speakers merely talk about. He enjoys real-world, legitimate sales success, executive experience, in-depth topic expertise, academic preparation, as well as the highest speaking and consulting accreditations. Bill has been a sales executive and marketing manager, an international sales award winner, CEO of a 300 million dollar corporation and successful college football coach with a 70% winning record. He has managed a national sales force of 4000. Bill is author of over 100 video and 200 audio programs, and 9 books. He has hosted over 300 satellite television shows. For more information about Bill Brooks’ speaking, training and consulting services; or learning tools, call 800-633-7762 or e-mail sales@brooksgroup.com or visit his website at www.brooksgroup.com.