MEET AND GREET CUSTOMERS
“Most people buy not because they believe, but because the salesman believes.” – Ben Feldman
Know Your Opener
The customer’s first impression of you is made within the first few seconds of your interaction. It is important to meet the customer with a warm welcome. This interaction should be genuine and come from a place of confidence.
Think about how you want to welcome the customer. Top agents know their opening line or have a few that they are comfortable using. This way you do not fumble through the opening. Remember you want to be perceived as the confident expert.
Be Prepared
By the time you first meet the customer, they will have spent several minutes finding the sales center, filling out registration sheets and waiting for you to arrive. By this time, they are ready to see something. Make sure you are prepared to meet them and have all your material ready prior to walking out to greet them. This makes the customer feel as if they are the most important person to you.
You should have the following prepared to meet the customer.
- Full brochure with your contact information attached
- Up to date price sheets
- Current spec list
- If there is time, have the prospect registration in hand or Traffic card for return guests
Matching the Customer’s Pace
During your initial meeting with the customer, you will get your first opportunity to gauge the speed of the presentation. The concept of Matching and Mirroring is widely used in the sales industry. The idea is to tailor the pace of your presentation to the natural speed of your customer.
If the customer is highly engaged and ready to learn, match this intensity. If the customer is slow and relaxed, work on taking a more methodical approach.
