Meet and Greet - Your Only Shot at First Impression - Ch 5 How You Make the Sale
January 31st, 2007 by digerati
This is Chapter 5 of the [How You Make the Sale
The meet and greet is the only chance to make a first impression. There are many more opportunities to confirm their good judgment in choosing you.
A customer is looking for a salesperson who authentically cares about them and their circumstances. That person should take the time to understand the situation surrounding purchase and walk the customer through the situation to the final decision.
Trust is built on listening and connecting with the customer. Credibility follows trust. A customer doesn’t really care how much you know until they know how much you care.
Your challenge is to greet customers in a way that they see you as a credible colleague; build rapport; and get the customer to bring you into the problem solving process.
Rapport is partially built on overlapping interests. You don’t have to lie to build rapport. You and the customer already have the most important commonality: your customer has a problem your product may be able to solve.
When building trust, follow these 6 guidelines:
- Tell the truth, the whole truth, without shading it to advantage
- Listen carefully to the customers problems
- Question closely to ensure he or she fully understands the curcumstates and buying constraints
- Respect the customer and their desires, needs and constraints
- Educate the customer so they can make an informed decision
- Partner with the customer; find a solution that works for each of them
- Shape a solution that solves the customers problems within the constraints laid out by the customer.
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How You Make the Sale is an excellent book on how to increase your sales by improving your interactions with customers. I highly recommend it.
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