Projectingthe RightImageStep 3 of theRelationshipSelling CycleShake hands,maintain eyecontact, andspeakconfidently.The initialmoments of ameeting has aprofound effecton overalloutcomes.EducationApproach#7SettingtheMoodYou never geta secondchance tomake a goodfirst impressionUse theprospect'sname andpurposefulsmall talk.Theapproachtransitionsinto needdiscovery.NonverbalLanguageTheApproachReferralApproach#6Objectivesof theApproachQuestionApproach#3The RightFirstImpressionBuild aFoundationof TrustDressyCasual forWomenDressyCasualfor MenSocialMedia CanHelp YourApproachBusinessCasual forWomenTypes ofApproachesTheProspect’sNameHands-onApproach#7Weaknessesof FirstImpressionsSmall Talkor GetDown toBusinessTheHandshakeQualifyingQuestionApproach#4Proper dressand groomingsay you arecompetent andprofessional.BusinessCasualfor MenQualifyingApproach#5TheProperGreetingSuit theApproachto thePersonCuriosityApproach#2Confirm theprospect’sbehavioral styleand adaptaccordingly.RelevantBenefitApproach#1Projectingthe RightImageStep 3 of theRelationshipSelling CycleShake hands,maintain eyecontact, andspeakconfidently.The initialmoments of ameeting has aprofound effecton overalloutcomes.EducationApproach#7SettingtheMoodYou never geta secondchance tomake a goodfirst impressionUse theprospect'sname andpurposefulsmall talk.Theapproachtransitionsinto needdiscovery.NonverbalLanguageTheApproachReferralApproach#6Objectivesof theApproachQuestionApproach#3The RightFirstImpressionBuild aFoundationof TrustDressyCasual forWomenDressyCasualfor MenSocialMedia CanHelp YourApproachBusinessCasual forWomenTypes ofApproachesTheProspect’sNameHands-onApproach#7Weaknessesof FirstImpressionsSmall Talkor GetDown toBusinessTheHandshakeQualifyingQuestionApproach#4Proper dressand groomingsay you arecompetent andprofessional.BusinessCasualfor MenQualifyingApproach#5TheProperGreetingSuit theApproachto thePersonCuriosityApproach#2Confirm theprospect’sbehavioral styleand adaptaccordingly.RelevantBenefitApproach#1

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