QUICK TIPS FOR INITIATING YOUR CONVERSATION

• Consistently use the Three-Step Start—Greet, Explain, and Ask—to begin your conversations. Adjust the way you use the Start for the specific situation and Tribal Type.

• Prepare and practice how you will begin a conversation, especially for new buyer situations.

• In group situations, ask a connection question that gives each person the opportunity to engage if they so choose.

• Clearly state your objective and tie the reason why into a WiifT.

• When buyers say they have time but hurry up, or that they have just a minute, use the little time you have with them to reschedule a better time.

• Pause after you ask a question. Rushing will not make them want to talk more. Focus on waiting ten to fifteen seconds when face to face and six to eight seconds on the phone. Smile whether face to face or on the telephone. Let them see and hear that you are welcoming and glad to be talking with Them.

• Be on time, confident, and positive.

• Look for the unspoken messages and the intent, emotions, and motivations by paying attention to their body language and the environment.