Removing fear out of sales and relaxing the client

Our main goal, when first meeting a client or Prospect, is to remove fear and allow them to relax. We all have a natural fear of being sold. For this reason, it is important, in your original contact, to create confidence — not fear. Below are the four steps involved in meeting a client or prospect:

  1. Smile almost to the point of grinning. Some people have forgotten how to smile because they don’t do it much. The ability to smile pleasantly – – whenever you feel like it or not – – is an important sales skill.
  2. Look in their eyes. Shifty-eyed people cause us to question the honesty in their hearts.
  3. Greet your client / prospect properly. Study the person you are greeting for a split second and greet them uniquely. This is a great way to focus your attention on their individuality, and to get them to remember you.
  4. To shake, or not to shake, that is the question. Many people don’t want to be touched by strangers. Don’t expect to shake hands unless your client extends their hand. A simple rule is let your client determine if you shake or not. The important thing is to get rid of the idea that you must touch them.


  • Greg has been a mobile disc jockey for over 30 years. He began Djing at 18, and at 22 joined the nations largest wedding services company where he entered management after one year. Later in his career he was made an executive and by the time the company had peaked he was managing over 350 Disc Jockeys, videographers, photographers, and photo booth operators in 24 different branches across the United States and Canada. After 25 years of success with the company, Greg went independent and opened his own entertainment services company, in addition to a DJ Entertainment School he had bought years earlier. The School focuses on teaching adults and Kids how to DJ and entertain. As a solid member of his community he also donates time to several organizations teaching inner city kids and special needs kids how to DJ. Greg is a member of The Senate Djs and The House of Reps DJ community that is for improving yourself professionally in the entertainment industry. He also hosts a Sunday night radio show at 9pm on As a force of nature within the entertainment industry he also represents as a Brand ambassador and sponsored artist with Peavey Electronics, NAME Entertainers, Floyd Rose audio, BPM Supreme, and Spinfluenceit. You can catch him teaching and doing seminars at The DJ Expo and for NYC DJ con. He also hosts the "In The Cue" podcast every Monday night at 8pm EST! Go to or search in the cue podcast on youtube for more! He will be presenting at DJ Expo in 2021! Be sure to check him out! & (267) 625-3227

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