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 ...
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