It has been said that opening is more important than closing. In truth, your opening is crucial. Your greeting may be the most important aspect of the entire relationship that unfolds between you and the prospect. Greeting your customer is the beginning of a momentum toward a friendship, trusting and closing. Your first exposure often sets the tone to everything else that is going to happen in the selling process.
Advertising research has proven that it has cost your company a small fortune each time a customer enters your store. The average customer only shops two or three stores, so you have already received a huge compliment when she walks through your door. Your prospective customer has probably planned this purchase for months. And, she has selected your store as a possible place to make her purchase—or not! Making the sale may all depend on your ability to develop a special kind of person-to-person relationship.