Develop a genuine interest in the customer, not just in his money.
Find some common ground, e.g. if the customer was in the army, and you were in the army, or your father was, or your brother is, and so on. Be truthful, otherwise you will be caught out and you will lose your credibility.
Compliment and praise the customer sincerely but not too frequently, otherwise it will become obvious that you are stroking his ego.
Make the customer laugh, get him to have a good time, but don't make a fool of yourself.
Smile often and from your eyes - smiling just from your mouth looks sarcastic and false. (A genuine smile creates folds of skin under the eyes - try it!)
Encourage the customer to talk about themselves - everyone loves to do that. You will be amazed at the amount of information you will pick up.
Maintain eye contact - it shows sincerity.
Use the customer's name frequently - it will create warmth and closeness - but not so frequently that it becomes annoying.
Make a pack with the customer. Tell him exactly what you are going to do - alleviate his fear of the unknown and bring down his defence barrier.
There are only two kinds of people who fall for flattery - men and women. Use it.
Mirror image the customer positively. When he smiles, you smile, when he laughs, you laugh, when he is telling a story and acts surprised, you act surprised.
Tell the customer a secret. Take him into your confidence: make the relationship a personal one.
Volunteer personal information about yourself and you will encourage the customer to do the same.
Tell the customer an emotional story, be it happy or sad, and use lots of emotion to illustrate. Customers love to feel that they really know you, personally.
Make a commitment to the customer, e.g. a dinner date or a golf match, and keep it. This makes the customer feel ever more obligated.
Be polite and courteous at all times.
Subtly touch, but in a non-offensive manner, and not too often.
It's flattering to be asked for advice, so ask for it.
We all relate to people who are like us or aspire to be, so be like your customer.
Remember that you have two ears and one mouth. Use them in that proportion
Disclaimer: This is not advice. Items herein are general comments only and do not constitute or convey advice per se. The information contained in this article is for guidance only and should not be relied upon without obtaining professional advice having regard to your specific circumstances.
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