First contact - lets start the business!

A right sale means a successfully signed

partnership. It doesnt begin nor end only
with the signing of the final act by both
parties, simply because some sort of
connection needs to be established first
between the seller and the buyer.

This is the reason why a first step in a sale

is the moment of the first contact the
first talk in which the seller has the power
and mission to assess its partners state of
mind. That moment T0, establishes the
degree to which both parties are open,
judging by how relaxed, professional or
tensed those two are.

When we interact with someone over the phone, even more in a video call or face to face, the
human brain unconsciously interprets the other ones emotion and offers us the necessary information
regarding whats the next step. In connection with the emotions that its brain perceives, a good seller
uses his experience and thus, has the ability of adopting a certain position in relation with the other
person.

It is an unwritten rule that when we meet a new person, the brain has the tendency of perceiving it
either as an enemy or a friend, or as a neutral person with whom it wont interact too much. It is
understandable that a seller is looking to build a relationship of trust with one of its possible
customers. This is why the attitude that we communicate to others is very important! The power of
persuading others is determined by the way we manage to project them an image of the benefits that
they can obtain as a result of teaming up with us, where interests are joint and we all want
cooperation.

Consequently, the first moments of the sale are branded by the abilities of a good seller, its
experience and self-confidence, so that he is able to come up with the best adapting strategies in
relation with emotions. Some may seem at first a bit difficult to approach, or they might send the
messages that there is a barrier out there, but slowly, your position must be seen as one a friend
would have.

Briefly, the first contact has a calibration role and offers information about the person in front of us.
Later on we can find out his needs or expectations about a certain product or service. Many associate
the first steps in sales with the idea of intuition, this being only the sum of all life experiences that
offer us indirectly information with plenty of benefits. Intuition in sales is also very important, and this
is why well talk about it in a future article.