Page 182 - ConvinceThemFlip

convince them in 90 seconds or less
break or at a meeting with new clients, an industry social
function, or a sales conference where you’re seeing peo-
ple you see only once or twice a year.
Whether you’re meeting someone for the first time or
the fifth, what follows is a tried and tested procedure for
greeting people in the vast majority of situations. I have
divided this procedure into five parts:
1. Open
2. Eye
3. Smile
4. Speak
5. Synch
Whenever it’s possible, stand up to greet someone. If
you’re at work, stand up and come around your desk to
greet all your visitors, whether they’re clients, new col-
leagues, or associates. Like turning your heart toward the
person you’re meeting, this is a way of removing barriers
and opening yourself up to the person and the conversa-
tion. It’s awkward if you leave the desk between you from
the moment they enter until the time they’re ready to
leave. Obviously, if it’s not appropriate to stand, don’t,
but as a general rule you should rise to the occasion.
Open: The first part of the greeting is to open your
attitude and your body. For this to work properly, you
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