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The fine art of professional selling is a production. You can do it poorly, or you can do it excellently.
A great deal of selling depends on interaction with your prospective client.
But - to a great deal - within the first two minutes of any interaction, the client has already formed a bias.
Either he wants to be working with you to reach a common goal, or he’s simply getting as much information as he can to share with your competitor for a better deal.
You can be prepared to wow your prospects when you pay close attention to how your prospect “senses” that he should do business with you.
Think of every sensory interaction that your prospect has with you from the first meeting until the first time they buy from you. Each of those interactions will build the prospect’s vision of you.
What are some of the sensory (sigh, hearing, smell, feel) experiences your prospect has that reflect who you are before he says “Yes’?”
You may not be conscious of these interactions, but your prospect is. Do not leave any of these interactions to chance.
•Your introductory commercial. If you are networking or being introduced to someone, this is the first chance they have to make an impression of you. Don’t blow it by “winging” this. Develop a scripted two-sentence commer
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