Most people have no plan. They rely on:
- Scripted approach
- Patterns
- Gimmicks
Responsive Questions
What is going on in their life now?
- Comment on present activity.
- What do they do other than this?
- If they were not here where would they like to be?
What are their plans for the future?
- What are they going to do that is interesting?
- Are they going somewhere?
- What is their plan for future/ company/ this weekend?
- What is the next step to get X?
What do they do that is…
- Relaxing
- Fun
- Vacation
- Other than this
- SHUT UP and let them talk.
Things to say to get more than yes or no.
- You look like you are in a good mood. Where are you going?
- What do you have going on today?
- If you’re on your way somewhere, I don’t want to hold you up.
- I was trying to figure out something fun to do this weekend. Do you have any suggestions?
- You look happy. You must be having a good day!
- You look like you wish you were anywhere / somewhere else. – looks unhappy, bored
Be ready to anchor
- Re-elicit if you miss it.
- Have your default anchor ready.
- Make it a natural anchor.
- Test the anchor and use it.
Know how it will end
- Immediate outcome – contact and connect
- Short-term – Acquaintance to acquaintance plus
- Mid-range outcome – Relationship or client
- Long-term outcome – Lasting relationship
Exit with future connection
- Here are my details let me know if you have any questions and we can meet ….X. (fire anchor)
- It was great meeting you make sure you drop by and say hello (fire anchor) next time you are here.
- I am doing X if you want to X. (fire anchor)