The First Step in Closing the Sale…Saying Hello - April 23, 2008
The average salesman may think closing the sale is the final step in the sales process. They my friends, are wrong. The close actually starts at the very beginning of the sale, when you first come in contact with your prospect. The way you greet him/her has a very large effect on the entire engagement.
You don’t hear too many stories about people who gave a bad first impression and ending up closing a huge deal. The initial rapport building moment goes all the way to the end. Five quick steps to get off on the right foot are, in order:
1. Smile, sincerely
2. Make eye contact
3. Greet the client
4. Shake hands, firmly
5. Tell the client your name, and get theirs
This should all happen in the first 10-15 seconds. It may not sound like a long time, but these are perhaps the most important 10-15 seconds in the entire sales process.
Look forward to part two coming soon
I’m Out
Joe
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I accidentally let this comment in the wrong post. I couldn’t agree more. I find that even building up to the first impression say setting up the meeting over the phone it is even a great idea to smile while talking. The shape of your mouth has a huge impact on how you are perceived on the other end of the line.