The first minute of a sales interview is crucial. If something goes wrong, you can't make a good second first impression. The client perceives us with all his senses, so we have to be careful with some fundamental things. If communication is not fluent at first, the rest becomes enormously complicated.
One of those things is personal appearance: cleanliness, correct dress or avoiding sweaty hands are matters of first observance. It seems basic and yet it is not strange to be served by someone who forgets some of them. Nothing should be left to chance.
It is important to think that we assume the role of salesperson, that we assume that role in the sale theater, and that all this should be the guide that inspires us to have the most relevant image.
On the other hand, the assumption of this role requires a good understanding of the script. That it seems natural and improvised is what differentiates good actors from normal ones. The only, but invaluable help is provided by a positive attitude towards work and contact with clients.
I will now cite some specific issues that must be observed. The voice must be cordial and we will try to adapt our volume and cadence to the volume and cadence of the client. Modulating the voice is a skill that can be used successfully at other times. For example, lowering the volume too much is the best prescription against a customer who is nervous or upset by an uncomfortable situation for him, such as when making a complaint. Adapting your verbal speed to his allows the client to perceive you as someone similar to him, breaking down barriers. People with very different speeds, different volumes or different nuances of the voice are people with different brain frequencies that usually denote different personalities.
Don't hide your hands. The client must have them in sight. After the face, it is the part of the body that counts the most. Popular lore says that there are people whose hands are tied to silence. You should avoid having your hands in your pockets because, in addition to being a straight posture, it gives the feeling that something is hidden.
The look should be direct, in the eyes, but not incisive. The smile softens the features, so use it to accompany it. On the contrary, an elusive look causes misgivings and discomfort
The smile, mentioned several times already, must frankly accompany all our features. The smile is a state of mind and body, not a position of the lips. Nothing is more incongruous than an arched mouth in a position to smile on a passive or altered face and body.
We communicate with our whole body. The key, then, is to receive the customer with cordiality and with our whole body. What the non-verbal message says should match what the voice says. This way we will maintain a courteous and consistent attitude.
Don't forget that it is almost impossible to complete the sale immediately after the greeting, and yet it is easy to screw it up in that same short space of time.
