Sales Technique

“With just one look, I am hooked.”

How annoying is it when you go to say hi to someone and they don’t look you in they eye or even acknowledge that you are there? It makes me absolutely angry when someone does it to me. It is sometimes disrespectful or you lose trust in the person. Making eye contact gets you one step closer to closing the deal.

A customer walks up to you and tells you they are looking for what you are selling. You say great and proceed to give the best presentation that you have ever given in your life. The whole time you are looking at your shoes, up in the air, anywhere but in the customer’s eyes. You go to ask for the sale, and the customer says,” I am just looking today. I will keep you in mind.” You can’t figure out what happened. You rack your brain and try to figure out what went wrong. Your information was accurate, you introduced yourself, you found out what they were looking for, and your breath smelled great. Making eye contact shows the customer that you are confident, trustworthy and respectable. Sometimes that could mean the difference between money in your pocket or money walking out the door.

Written by: Joel Little, experienced salesman and addict of Mike & Ikes.

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