ACTION 1: GREET
The first words spoken set the tone for the rest of the conversation. In the Three-Step Start, Greet is the first Action and it sets a positive, collaborative tone for your conversation. It’s a short Action that addresses one of the unstated questions buyers have upon contact: “Who are you?”
Tell Them Who You Are
Clearly introduce yourself with these specifics:
• A salutation. Begin your conversations with a positive, sincere greeting; for example, “Hello.” “Good morning/afternoon.” “Great to see you.” “Hola!” Address them by name when possible. For first contacts, be more formal by using their proper names; don’t shorten someone’s name unless they have given you permission.
• Your name. Adapt this for your buyer’s familiarity ...
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