First impressions in the sales world might just be the only opportunity a salesperson has in moving a client to signing on the dotted-line.  It starts with the smile, the initial greeting with eye to eye contact, and a firm but not a death gripping handshake or whippy, one that lets another know he/she is friendly and confident.  It's important to discover  how people feel and think, some of their likes and dislikes.  Encounters, especially new encounters, with a person can be "emotional", you want them to feel relaxed and at ease, not pushed or cornered.  Introverts vs. Extroverts! With a introverted person you'll need to ask proper questions to find out what piques their interest.  You'll need to phrase questions in such a way that it's not just a "yes" or "no" question but one that invites the individual to share and communicate within his comfort zone.  That also means in the beginning you will more than likely have to ask more questions with an introverted person, but also know when to be silent and listen.  A good conversationalist also listens well and can effectively communicate back what has been said and even add a question or two to let the individual feel he is being heard.  In my teen years I had an uncle that would listen to what I had to say, but too would ask questions about what I said.  I always walked away from him feeling good about myself and that I had something to contribute.  Boy! What a self-esteem builder he was.  I was uplifted because his undivided attention at that point and time was on me and I knew it!  An extroverted individual generally takes but a few questions and can carry the conversation.  In order to have people feel comfortable with you in their presence, get them into topics they are interested in.  Ralph Roberts, in his book Walk Like A Giant, Sell Like A Madman says stay away from "minefield" subjects, such as; "sex, politics and religion."  Ralph also talks about The Mirroring Technique where, "Whenever dealing with customers--whether in person, on the phone, or by mail--I use a technique called "mirroring."  It means that I mirror whatever verbal style or body language they're showing me.  If a customer is loud and brash, then I am, too.  If the customer is timid and shy, then I'm also quiet.  If a customer communicates by short written notes, then I'll write short notes back.  I find this technique ususally establishes a rapport from the beginning." 

The bottom line, in my opinion, is not only to have the client sign on the dotted-line which for most clients is out of their comfort zone, but too, that they have a positive experience in signing on the dotted-line for great things are ahead for them (Share with them the positives of purchasing this home) and on top of it, they have had a positive experience working with you and desire more encounters with you, whether it be in good conversation or business.