Make the Sale: Important Concepts for You to Close the Deal

The Initial Approach

Normally, you will have the advantage of a few seconds as you approach the potential buyer to acquire a feel for them before they are aware of you. As soon as they are aware of your presence, they will be begin to do the same thing. As you approach and engage them in conversation, you want to be as neutral as possible. Many times you’ll hear the phrase ‘Disarm Them,’ however, people can feel this which implies that they are a threat. This will trigger their instinctive human response and they regard you as hostile, as a predator hence the concept that anyone selling anything is a shark, and you’ve lost the opportunity to develop that casual, cordial relationship necessary for a successful completion of the sales transaction. Read more…