RelevantBenefitApproach#1Use theprospect'sname andpurposefulsmall talk.BusinessCasualfor MenStep 3 of theRelationshipSelling CycleTheProspect’sNameQuestionApproach#3The RightFirstImpressionShake hands,maintain eyecontact, andspeakconfidently.You never geta secondchance tomake a goodfirst impressionObjectivesof theApproachDressyCasualfor MenTheapproachtransitionsinto needdiscovery.Suit theApproachto thePersonQualifyingApproach#5EducationApproach#7TheHandshakeProjectingthe RightImageTheProperGreetingHands-onApproach#7TheApproachQualifyingQuestionApproach#4The initialmoments of ameeting has aprofound effecton overalloutcomes.Weaknessesof FirstImpressionsSmall Talkor GetDown toBusinessReferralApproach#6BusinessCasual forWomenNonverbalLanguageSocialMedia CanHelp YourApproachCuriosityApproach#2DressyCasual forWomenBuild aFoundationof TrustSettingtheMoodTypes ofApproachesProper dressand groomingsay you arecompetent andprofessional.Confirm theprospect’sbehavioral styleand adaptaccordingly.RelevantBenefitApproach#1Use theprospect'sname andpurposefulsmall talk.BusinessCasualfor MenStep 3 of theRelationshipSelling CycleTheProspect’sNameQuestionApproach#3The RightFirstImpressionShake hands,maintain eyecontact, andspeakconfidently.You never geta secondchance tomake a goodfirst impressionObjectivesof theApproachDressyCasualfor MenTheapproachtransitionsinto needdiscovery.Suit theApproachto thePersonQualifyingApproach#5EducationApproach#7TheHandshakeProjectingthe RightImageTheProperGreetingHands-onApproach#7TheApproachQualifyingQuestionApproach#4The initialmoments of ameeting has aprofound effecton overalloutcomes.Weaknessesof FirstImpressionsSmall Talkor GetDown toBusinessReferralApproach#6BusinessCasual forWomenNonverbalLanguageSocialMedia CanHelp YourApproachCuriosityApproach#2DressyCasual forWomenBuild aFoundationof TrustSettingtheMoodTypes ofApproachesProper dressand groomingsay you arecompetent andprofessional.Confirm theprospect’sbehavioral styleand adaptaccordingly.

Chapter 10 - The Approach - Call List

(Print) Use this randomly generated list as your call list when playing the game. Place some kind of mark (like an X, a checkmark, a dot, tally mark, etc) on each cell as you announce it, to keep track. You can also cut out each item, place them in a bag and pull words from the bag.


1
B
2
I
3
I
4
I
5
I
6
N
7
O
8
N
9
O
10
G
11
N
12
O
13
G
14
O
15
I
16
G
17
N
18
O
19
N
20
B
21
G
22
G
23
B
24
N
25
B
26
G
27
I
28
B
29
I
30
O
31
O
32
N
33
B
34
B
35
G
  1. B-Relevant Benefit Approach #1
  2. I-Use the prospect's name and purposeful small talk.
  3. I-Business Casual for Men
  4. I-Step 3 of the Relationship Selling Cycle
  5. I-The Prospect’s Name
  6. N-Question Approach #3
  7. O-The Right First Impression
  8. N-Shake hands, maintain eye contact, and speak confidently.
  9. O-You never get a second chance to make a good first impression
  10. G-Objectives of the Approach
  11. N-Dressy Casual for Men
  12. O-The approach transitions into need discovery.
  13. G-Suit the Approach to the Person
  14. O-Qualifying Approach #5
  15. I-Education Approach #7
  16. G-The Handshake
  17. N-Projecting the Right Image
  18. O-The Proper Greeting
  19. N-Hands-on Approach #7
  20. B-The Approach
  21. G-Qualifying Question Approach #4
  22. G-The initial moments of a meeting has a profound effect on overall outcomes.
  23. B-Weaknesses of First Impressions
  24. N-Small Talk or Get Down to Business
  25. B-Referral Approach #6
  26. G-Business Casual for Women
  27. I-Nonverbal Language
  28. B-Social Media Can Help Your Approach
  29. I-Curiosity Approach #2
  30. O-Dressy Casual for Women
  31. O-Build a Foundation of Trust
  32. N-Setting the Mood
  33. B-Types of Approaches
  34. B-Proper dress and grooming say you are competent and professional.
  35. G-Confirm the prospect’s behavioral style and adapt accordingly.