5 Tips To Put Your Prospects At Ease

Any sales call or presentation generates a certain amount of tension in both you and the potential client. When entering someone else’s home or office, be aware that they see you as a stranger. They don’t know for sure if you are what you say you are, or if you’ll just end up wasting their time.

Your first job when meeting someone new is to put them at ease. Here are several simple sales strategies that work.

1. Smile.
This may sound over-simple, but too many average salespeople don’t understand the power of a genuine smile. If you’re truly happy to be there, show it!

2. Look them in the eye.
There’s an old saying that you can’t trust anyone who won’t look you in the eye. Make good eye contact when introducing yourself and maintain it throughout your presentation.

3. Give them a sincere compliment.
Glance around for something to compliment them on. They may have a unique style of decorating, nice artwork on the walls or a display of hobby items.

4. Take control.
While most people will offer you a place to sit on the sofa or a chair in the living room, it’s always in your best interest to have them sit across from you at the dining room or kitchen table. Say these words to get them there, “Mr. & Mrs. Johnson, I’ve prepared some exciting information to share with you this evening. I think you’ll gain the most benefit if we sit at the kitchen table. Do you mind?”

Gesture in that general direction and start moving that way. They’ll come with you. Or, they may rush ahead to clear the table for its use. If meeting in an office, using a conference table is better than sitting across a desk filled with that person’s work load.

If more than one person is involved in your meeting, be certain to have them sit across from you. That way you won’t miss any non-verbal interaction between the two people that could have a negative impact on your presentation.

5. Let them know that you’re just like them.
“Mrs. Johnson, when I’m not helping people get involved with (name your product or service), I’m a consumer just like you–looking for quality products at the best price. What I hope for when I’m shopping is to find someone who can help me understand all the facts about what I’m shopping for so I can make a wise decision. Today, I’d like to earn your confidence in me as an expert on ___________. So feel free to ask any questions you might have.”

By this time, they should recognize that you’re there for a single purpose and that you’re an expert in your field. This will help put them at ease and open their minds to what you have to say.

– Tom