Meeting Sales Prospects for the First Time

By Tom Hopkins

Part of Selling For Dummies Cheat Sheet

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.