What you say within the first few minutes of your conversation is the one thing that will set the tone for the balance of the sale. Your job is to make the client feel wanted. Your job is to make the client feel that they are the only one you care about. Your job is not to sell!
Taking care of business while interjecting personal conversation will put the client at ease and allow them to sense you actually care.
Relax and relate. It’s all about the human connection. If you are relaxed, then you will put your customer at ease.
The average person’s instincts tell them that you are trying to ‘sell’ them. The key is to get them to a point where they feel as if they are making the decision on the information you have provided. If they have any indication that they are being sold, then likely, you have lost.