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[00:00:01] Will: In this episode, we explore step one approach of the track selling system, emphasizing the importance of making a strong first impression. Remember, the first of the five buying decisions is about you, the salesperson. In the first three to five minutes, body language, tone of voice, and confidence shape how prospects view you.
[00:00:23] Will: A successful approach includes five key elements, greeting the prospect, using their name, and Introducing yourself and your company, and asking an open ended question to build rapport. Non verbal cues like a firm handshake help establish trust right away. Building rapport from the beginning is crucial for a successful sales relationship.
[00:00:44] Will: Smiling, showing genuine interest, and actively listening are simple yet powerful techniques to create a positive connection. Remember, the more your prospect talks, the better they'll feel about you. Mastering approach sets the stage for the rest of the sales process, making this first step a vital one for long term success.
[00:01:04] Will: Listen to Marissa and Jason discuss this important topic.
[00:01:10] Marissa: Ever walk into a room and just, like, own it. And I don't mean, you know, the loudest one there. It's more about, you know, that feeling, right? When you make a first impression and everyone is, like, okay, I want to hear what this person has to say.
[00:01:20] Jason: It's magnetic.
[00:01:21] Marissa: Totally. And that's what we're diving into today. The approach. It's this whole crucial first step in the track selling system.
[00:01:29] Jason: And while it's, you know, designed for sales, the cool thing is these principles. They really apply to almost any interaction where you're trying to make a real connection.
[00:01:39] Marissa: Because think about it. Whether you're nailing a job interview, going on a first date, or even in those big pitch meetings, those first few minutes.
[00:01:46] Jason: They can make or break it.
[00:01:47] Marissa: Absolutely. No pressure. Right.
[00:01:49] Jason: It's true. There's a term psychologists use for this, thin slicing. It's how we make these crazy, fast judgments about people, like, within seconds of meeting them.
[00:01:58] Marissa: So we're talking, like, instant judgments.
[00:02:02] Jason: And here's the thing. Research from UCLA shows these first impressions are heavily influenced by nonverbal cues. We're talking facial expressions, your posture even, tone of voice.
[00:02:14] Marissa: All that stuff we don't even realize we're putting out there.
[00:02:17] Jason: Exactly. It's fascinating, really.
[00:02:20] Marissa: So it's way more than just having a killer opening line, then.
[00:02:23] Jason: It's the whole package. There's this research by Albert Mehrabian that found words themselves. Only about 7 percent of the overall message.
[00:02:31] Marissa: 7%! Get out of here. So if our words aren't the main event, what is?
[00:02:36] Jason: It's the feeling you're giving off. Think of someone like, okay, Oprah. She could read the dictionary and you'd be hooked.
[00:02:41] Marissa: True. So why is that?
[00:02:43] Jason: Because she's got this warmth, she's authentic, genuinely interested in you. That's what comes across.
[00:02:49] Marissa: Okay, so how do we bottle that, that Oprah effect? Particularly in sales, you know, where you might have only a few minutes to really connect with the prospect.
[00:02:55] Jason: That's where the five elements of a killer introduction come in. And listen, it's not about being robotic. It's a framework to make that first impression memorable.
[00:03:03] Marissa: Alright, let's break it down. What's the first element?
[00:03:06] Jason: It all starts with a genuine greeting. And I mean genuine. Good morning, it's great to meet you. Something simple, but you gotta mean it.
[00:03:15] Marissa: Nobody wants to feel like just another number on your list.
[00:03:17] Jason: Exactly. And that's why this next part is so important. Using their name. It makes it personal. Shows you took the time to learn something about them.
[00:03:25] Marissa: You know, it's amazing how such a small thing can make someone feel seen. Like you actually care.
[00:03:30] Jason: It's huge! Now, of course, you gotta introduce yourself. Keep it short and sweet, though. No one needs your life story.
[00:03:37] Marissa: Right. No elevator pitches allowed.
[00:03:39] Jason: Exactly. Which brings us to number four. Stating your purpose. But here's the trick. Don't be generic. Instead of, I'm here to talk about, you gotta frame it in a way that gets them curious. That connects to what they need.
[00:03:53] Marissa: So leading with value right off the bat.
[00:03:55] Jason: Exactly. And finally, you end with an open ended question. This isn't about getting a yes right away. It's about opening up a real conversation, understanding where they're coming from.
[00:04:05] Marissa: Okay, this is making sense. But can you give me an example? Like, how would this actually sound in the real world?
[00:04:11] Jason: Sure. Say you're selling software that helps businesses, you know, get their projects in order.
[00:04:16] Jason: And you've got a meeting with a potential client, let's call him Mr. Jones. Here's how that intro might go using our five elements. Good morning, Mr. Jones. It's great to finally connect. I'm your name from your company, and we help businesses, just like yours, you know, really get a handle on their project management.
[00:04:34] Marissa: Okay.
[00:04:35] Jason: I hear your team has been, like, seriously growing, so I was curious about, you know, the challenges you're facing trying to keep everyone on the same page.
[00:04:42] Marissa: Oh wow. Okay, I can see how that's so much better than just a boring, Hi, we're here to talk about our software kind of thing.
[00:04:47] Jason: Right. So you've got that positive vibe going, used his name, you established why they should even listen to you, and then boom, that question at the end. Gets him talking, telling you what's up.
[00:04:57] Marissa: Subtle power shift right there. He doesn't feel like he's being sold to, it's more like he's sharing what he needs, maybe even looking to you for, like, expert advice.
[00:05:07] Jason: Exactly. And that's what leads us to Rapport, the real dealmaker.
[00:05:11] Marissa: This is where it gets interesting, right? We're not just talking mechanics anymore, it's about real human connection.
[00:05:17] Jason: You got it. Because let's face it, people buy from people they like, people they trust. And that trust, it comes from shared values, common ground, just getting each other.
[00:05:27] Marissa: So how do we build that rapport, especially in a business setting where time is money, right?
[00:05:31] Jason: It all starts with listening, really paying attention. And not just to their words, but remember those non verbal cues. That body language, their tone when they talk about something, what gets them fired up.
[00:05:44] Marissa: Like secret clues about what really matters to them.
[00:05:46] Jason: Exactly. Then, once you've listened, you start finding that common ground. Could be you both dealt with a similar work nightmare, faced the same industry roadblocks, or hey, maybe you both bond over that weird hobby you have.
[00:05:58] Marissa: I bet a well placed story, a little personal touch, goes a long way.
[00:06:02] Jason: You know it. A story can make you relatable, someone they remember. And this is important. Keep it real. Don't force it.
[00:06:10] Marissa: Right, nobody likes a phony. Okay, so we've got active listening, observation, finding that common ground, maybe throwing in a story if it fits. Solid game plan for building rapport.
[00:06:20] Jason: Definitely. But now, add in the magic of open ended questions. That's where things get interesting.
[00:06:27] Marissa: Ah, the open ended question. Our secret weapon for unlocking a real conversation.
[00:06:32] Jason: Think of it like this. A closed ended caution. That's a dead end. Yes or no. That's all you get. An open ended question. Now we're talking. It's an invitation, you know, to explore, to share, to go deeper.
[00:06:43] Marissa: Okay, you're speaking my language. Hit me with some of those open ended question magic tricks.
[00:06:48] Jason: Let's go back to Mr. Jones and his software struggles. Instead of Are you happy with your current setup? Which, come on, who's answering no to that?
[00:06:56] Marissa: Right, total setup.
[00:06:56] Jason: It is. Try this instead. What are some of the biggest headaches you're dealing with using your current project management software?
[00:07:04] Marissa: Ooh, I like it.
[00:07:05] Jason: Or, If you could magically fix one thing about how your team works, what would it be?
[00:07:10] Marissa: Okay, now we're getting somewhere. Now he's opening up, telling you his problems, what he really wants.
[00:07:14] Jason: Exactly. That's the power of it. It's not about you and your product anymore. It's about them. Their needs.
[00:07:20] Marissa: Which, let's be honest, is way more interesting. But it's not just about the questions, is it? It's about what you do with what they tell you.
[00:07:28] Jason: You got it. Anyone can ask a question. The real skill. Listening to their answer. Like really understanding it and then showing them you get it.
[00:07:37] Marissa: So it's like holding up a mirror, you see their world, and you're showing them you get it.
[00:07:41] Jason: You got it. And that understanding, that empathy, that's what builds a real bond. Whether it's sales, any part of life, really.
[00:07:49] Marissa: This is eye opening. We've gone from first impressions all the way to asking the right questions. But there's one more piece I'm dying to get to. Selling yourself in every interaction.
[00:07:59] Jason: So important. And you know what? It's something people often forget, especially with existing clients. We think, deal's done, my job is over, but that's just not true.
[00:08:08] Marissa: So how do we avoid that trap? How do we keep that positive impression going? It's easy to like coast on autopilot when you know someone, you know, we assume everything's cool without really checking.
[00:08:19] Jason: It's natural.
[00:08:20] Marissa: Because, hey, if it ain't broke, don't fix it.
[00:08:23] Jason: Well, that works for toasters, maybe. But relationships, they need a little more attention. Think of it like, you know, a garden. You planted the seeds, great, but you still got to water, pull the weeds, maybe give it some sunshine every now and then.
[00:08:37] Marissa: OK, so how do we garden those relationships that maybe we've let the weeds grow a bit?
[00:08:44] Jason: First things first, make an effort to reconnect. And not just a, hey, how's it going, email. Pick up the phone. Or even better, a virtual coffee date.
[00:08:54] Marissa: Woo, I like that. Virtual coffee, way less pressure.
[00:08:57] Jason: Exactly. It's like, hey, I actually want to hear about you. Not just business as usual. And during that chat, open ended questions.
[00:09:04] Jason: What are they working on? What's keeping them up at night? That kind of thing.
[00:09:07] Marissa: We're hitting the reset button. Hey, remember me. I'm here for you.
[00:09:10] Jason: Exactly. And this is important. Acknowledge their wins. Did they close a big deal? Launch something new? Celebrate that. It shows you're paying attention.
[00:09:19] Marissa: Such a simple thing, but it makes a difference.
[00:09:22] Jason: Huge difference. Oh, and here's another one. Add value where they least expect it. Find a helpful article, maybe a resource, something you know they'd dig. Send it over with a note. This made me think of you and that thing you were saying about.
[00:09:36] Marissa: It's like you're saying, I get you, I'm listening.
[00:09:38] Jason: Exactly. Those little things. They speak volumes. And remember, it all comes back to generosity. Wanting to connect. That's how you re energize things.
[00:09:47] Marissa: This has been amazing, seriously. We've covered so much ground from making a killer first impression to really digging into those relationships we already have. It's like you said, selling yourself the right way. It's not a one time thing, it's a constant thing.
[00:10:01] Jason: Absolutely. It's a journey, not a destination.
[00:10:04] Marissa: Love that. And for our listeners, because I know you're out there taking notes, think about one relationship you, like, rekindle. What's one small but mighty action you can take today to show them you care? To remind them why you're in their corner.
[00:10:16] Jason: Go for it. You won't regret it.
[00:10:18] Marissa: Could not agree more. This has been an incredible deep dive into the art of the approach. Thank you so much for joining us.
[00:10:25] Jason: My pleasure. Always a good time.
[00:10:26] Marissa: Until next time, everyone, keep those conversations going, those connections strong, and remember, you got this.
[00:10:34] Will: Thanks for listening. I hope it was interesting and useful. If you have any questions, contact us at info at tracksellinginstitute. com or check us out on our website at www. tracksellinginstitute. com. And please consider listening to our next podcast in this series about Step 2 Qualification. See you soon.
