Chapter 5, Meet and greet

This step in The Sales Process is where The path to purchase and the sales process meet. The consumer has done his/her preparation and you know your product very well. This first meeting is very critical; if it goes wrong you lose the sale.

• You never got a second chance to make a first impression!
• Our responses can vary greatly:
  • Sometimes we are very excited
  • Sometimes we are very anxious
  • Sometimes we are baffled
  • Sometimes we are even irritated
• Customers do not care how much you know until they know how much you care

Key points

• In The path to purchase we could be even in step 7, so you should realize that the customer has gone at a length already to meet you. We just however started the sales process. The goal of the meet and greet is to:
  • How do i greet new customers in a way that they see me as a credible colleague?
  • How do i build report?
  • How do i get customers to invite me in their problem solving process?
• Sell yourself before you self your product
• To be successful at Cold calling you have to have a 'hook'
• Learn how to deal with Difficult customers