Being judged by a prospect sucks.
Being judged by a prospect based on nothing more than a first impression sucks more.
Being judged by a prospect based on nothing more than a first impression, and they proceed to share their opinion with you, sucks most of all.
When I first put this Windshield Wisdom together, I just thought it was a good story with a good lesson for all of us to learn. Then last week the timing was right to bring it up with one of my Cool Bankers Academy classes (we were studying the types of buyers they will come across, and one of them is the Skeptic), and every single person on the Office Hours call had a story to tell, and what they did to overcome it.
Those stories the Cool Bankers shared led me to realize this topic is more important than I first thought. We all experience unfair first impressions that aren't related to our skills and abilities, serious and joking. It's how we respond in those moments that can sometimes make the difference...and that's what this week's video is all about.
1. No one likes it when someone takes one look at you, and communicates an unfair judgement. Even when their intent is to make a joke, it still doesn't feel good to us most of the time.
2. If you're calling with, and being introduced by, a more experienced banker, they should play a central role in resetting the prospect's mindset. Almost like a referral from a trusted friend.
3. When in doubt, use humor and tell your story with confidence to dispel the notions behind their ideas. Once they understand you aren't cowed by their "joke", they may be more likely to hear your message.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve.
And I promise absolutely no spam!