Removing fear out of sales and relaxing the client

Removing fear out of sales and relaxing the client

Our main goal, when first meeting a client or Prospect, is to remove fear and allow them to relax. We all have a natural fear of being sold. For this reason, it is important, in your original contact, to create confidence -- not fear. Below are the four steps involved in meeting a client or prospect:

1. Smile almost to the point of grinning. Some people have forgotten how to smile because they don't do it much. The ability to smile pleasantly - - whenever you feel like it or not - - is an important sales skill.
2. Look in their eyes. Shifty-eyed people cause us to question the honesty in their hearts.
3. Greet your client / prospect properly. Study the person you are greeting for a split second and greet them uniquely. This is a great way to focus your attention on their individuality, and to get them to remember you.
4. To shake, or not to shake, that is the question. Many people don't want to be touched by strangers. Don't expect to shake hands unless your client extends their hand. A simple rule is let your client determine if you shake or not. The important thing is to get rid of the idea that you must touch them.