Selling is about as personal a business as one can enter into. Most of the time it will involve one person dealing directly with another, and personal likes and dislikes can play a big part in the relationship you develop.
You must recognize that the prospect may let his personal feelings towards you influence his actions, while you; the salesperson must control your personal feelings towards the prospect. Even the best proposition can be set aside and fall on deaf ears if the prospect finds something objectionable about your manner, dress or personality.
Your first impression therefore may dictate the future course of the presentation and the sale. Here are some measures you may take to make a good first impression and win your prospect over.
1- Make that first impression a positive one.
2- Be courteous
3- Smile to establish a good rapport.
4- Be authoritative.
5- Be Diplomatic.
Drawing the prospect into the conversation by showing him consideration, asking his advice and repeating his words goes a long way towards establishing a good rapport. By doing these things you set up a pleasant environment to carry on business. I always spoke to my prospective clients in a conversational tone and at a moderate pace so as to make them feel calm and non threatened. Doing the above during your first contact with your prospect will go quite a way towards relaxing them and establishing a relaxing atmosphere.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
Please click the free preview @ www.basicsofsales.com and see how MY DVD can change your life.
XML Feeds
Recent comments