Selling For Dummies, 4th Edition
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When you meet prospective clients during the selling cycle — or anyone, for that matter — for the first time, your goal is for them to like and trust you. You can accomplish that goal and be on your way to making a sale by completing the following steps, in this order:

  1. Smile, deep and wide.

  2. Make eye contact.

  3. Offer a greeting.

  4. Shake hands.

  5. Offer your name and get the prospect’s name.

Remember: Long-term relationships begin in the first ten seconds.

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Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales-training organizations in the world.

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