No, this does not mean embracing the prospect of you, squeezing his hand twenty-five times when you shake hands, or utter a variety of endless compliments about the dress or appearance.Obviously there is a difference between enthusiasm and poorly disguised panic. Enthusiasm to build bridges. While panic tore it down.
A sales meeting is similar to any other interaction. Certain amount of time needed to break away from the base. If you understand the dynamics at work when you first contact with a prospect, you have a lot of steps towards an understanding of how the enthusiasm to be delivered while the relationship continues.
When people meet someone new, they pass through several stages. Among humans there is the feeling, the preliminary stage. At this stage, you can not say everything you want about the prospects of solving the problem conclusively, because you both have not been enough to know each other.
Prospects, together with most of the rest of our species who have grown old, will take time “voters” before entering certain socializing with others. So the best way to show enthusiasm ditahap the very beginning of the meeting is not to show it to excess. Confident attitude that good eye contact (do not get to this level is considered glaring Diman), a steady hand position, movement can be predicted and smoothly while you move the one point to another. This is the key to communicate your enthusiasm about the new relationship you are trying to develop.
Only you can determine if the prospect was one enters the second stage of socialization, but rest assured that these changes will be visible. This stage is characterized by a more relaxed and more open, often reflected in body language that is less restricted. What you are looking for is the point where the prospect is listening not only because he agreed to do so. Once you see these shifts occur and this can occur during the first visit or in one of the next visit. You can change the “grammar” of your presentation.
You are likely to decide to use your hands more to give a signal, or using the preferred form of the call by the prospect of the (one or two people) a little more often. You even may be more convenient to use phrases and word choices that are less formal. “Try to see for yourself!” “How’s that? ‘” And I tell you what we did before. “
Do attempt to avoid repetitive motion or response and mechanical. The meeting, which is spontaneous and does not contain exactly enthusiastic responses like that. If your partner in conversation constantly nodded her head, with little to do with what you say, how do you feel?
This is a general guideline, your individual interactions with prospects will vary, because of the prospect itself varies. The point is, the enthusiasm to support your presentation with the appropriate (especially in the second and subsequent visits) is an important part of a marketer in good marketing.