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 to be viewed as a credible colleague]]//?
** How do i [[build //report//|Building 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]]
bag
howtomakethesale_public
created
Sat, 11 Jun 2011 20:59:39 GMT
creator
dirkjan
modified
Sat, 11 Jun 2011 20:59:39 GMT
modifier
dirkjan
tags
The Sales Process
creator
dirkjan