FIVE ACTIONS TO ENSURE A PURPOSEFUL CONVERSATION START
Though you are prepared for the conversation, the buyer may not be. I don’t know of any buyer who sits around with pen in hand waiting for you, even for a scheduled appointment. Do you?
For most situations, you can expect that the buyer is doing something else until the moment you call or enter their office. Initiating is important for both of you; your preparation keeps you from wasting time—yours and theirs. The five Actions that open the conversation, and the opportunity, with purpose in the Initiate step are:
- Greet.
- Explain why you are connecting.
- Ask questions to engage and get them talking.
- Use appropriate eye contact and open ears.
- Focus on what they are communicating—words and intent. ...
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