Grant Cardone’s 5 Steps To A Powerful Greeting
The importance of a powerful customer greeting can make all the difference in the world. The first impression has the potential to make or break a deal. By having a powerful customer greeting you will not only create the possibility of successfully closing a sale but can also solidify a successful new client relationship.
If you have a business or a position in sales, one of the first things you must master if you truly want to be successful is a proper greeting.
The keys to a great greeting are to have confidence, act in a professional manner, and articulate clearly.
Your goal with the greeting is to make a great first impression- that’s it.
What you say and how you say it will set the tone for the rest of the deal so you need to nail the greeting! Those first seconds of meeting a customer or potential new client can NEVER be taken back or changed.
Here are some great greeting tips:
- Smile and speak clearly with confidence. Also wear a name badge if you have one. It will reinforce your presence and help to build a rapport.
- Make eye contact, be present, listen for their name, and use their name in the conversation – you want to make them feel important.
- Don’t be offended by brush-offs. There will be people that will think about you as another salesperson who they didn’t like in the past.
After the initial welcome, you want to put the customer at ease so they drop their guard. You want to establish some common ground with them while differentiating yourself from others at the same time.
ACTION IDEA: Why is your offer, product, or service better and what can YOU do personally that’s superior than others in your industry?
BOTTOM LINE: If you can’t put them at ease you’re not going to build trust. That means you’re going to struggle to build that relationship. If you want to control the process, be authentic, lead with facts, and sell the idea of working with you, not necessarily the deal.
The steps are easy…
- Make yourself known.
- Put people at ease.
- Differentiate yourself.
- Grab control of the process.
Control is essential to selling. You will either have control or you won’t have control and control equals close.
ACTION IDEA: Examine your current greeting. Does it cover these bases?
The greeting is like oxygen to your lungs—it’s vital to get it right.” – Grant Cardone
There is one other thing that we want to suggest… When it comes to scheduling a meeting – GO TO THEM whenever possible. Go to the buyer. Don’t have them come to you.
The further you go the closer they come to you…
Get it? Remember, they aren’t interested in you—you need to be interested in them. The person that travels the furthest is the person most interested. They traveled 30 feet, you needed to travel 30 miles. Show them by your actions that you are interested in them. Know that every prospect you get in front of is real. One day, somehow, somewhere, they will buy—so treat them all like buyers. Regardless of what they say to you, there is opportunity with every client. Every prospect you meet is a sales opportunity.
To review, and to give you some additional advanced tips to use in order to be powerful in your first greeting, remember:
- Prepare yourself for every possible encounter.
- Never take anything the customer says personally.
- Dress to the level that suggests you can actually buy the products that you sell.
- See the deal before you ever wait on a customer.
- Go to them. Never have them come to you.
- Check your facts before the greeting.
- Put your problems aside and focus on the customer.
- Look to build trust and gain common ground.
- Know and act like you can make the sale.
- Have a positive attitude.
- Act professionally.
When it comes to completing a sale from start to finish there is a proven process that continues to work for Grant, me and our clients over and over again.
Cardone University’s courses can show you how you can master greetings, overcome objections, and close sales effectively so that you and your team can make the most of every lead.