TheApproachHands-onApproach#7Projectingthe RightImageThe initialmoments of ameeting has aprofound effecton overalloutcomes.Build aFoundationof TrustSuit theApproachto thePersonShake hands,maintain eyecontact, andspeakconfidently.Objectivesof theApproachDressyCasualfor MenProper dressand groomingsay you arecompetent andprofessional.Confirm theprospect’sbehavioral styleand adaptaccordingly.SettingtheMoodDressyCasual forWomenCuriosityApproach#2TheHandshakeTheProperGreetingQuestionApproach#3You never geta secondchance tomake a goodfirst impressionNonverbalLanguageReferralApproach#6Small Talkor GetDown toBusinessThe RightFirstImpressionTheapproachtransitionsinto needdiscovery.QualifyingApproach#5Types ofApproachesBusinessCasual forWomenTheProspect’sNameBusinessCasualfor MenEducationApproach#7SocialMedia CanHelp YourApproachQualifyingQuestionApproach#4Use theprospect'sname andpurposefulsmall talk.Step 3 of theRelationshipSelling CycleWeaknessesof FirstImpressionsRelevantBenefitApproach#1TheApproachHands-onApproach#7Projectingthe RightImageThe initialmoments of ameeting has aprofound effecton overalloutcomes.Build aFoundationof TrustSuit theApproachto thePersonShake hands,maintain eyecontact, andspeakconfidently.Objectivesof theApproachDressyCasualfor MenProper dressand groomingsay you arecompetent andprofessional.Confirm theprospect’sbehavioral styleand adaptaccordingly.SettingtheMoodDressyCasual forWomenCuriosityApproach#2TheHandshakeTheProperGreetingQuestionApproach#3You never geta secondchance tomake a goodfirst impressionNonverbalLanguageReferralApproach#6Small Talkor GetDown toBusinessThe RightFirstImpressionTheapproachtransitionsinto needdiscovery.QualifyingApproach#5Types ofApproachesBusinessCasual forWomenTheProspect’sNameBusinessCasualfor MenEducationApproach#7SocialMedia CanHelp YourApproachQualifyingQuestionApproach#4Use theprospect'sname andpurposefulsmall talk.Step 3 of theRelationshipSelling CycleWeaknessesof FirstImpressionsRelevantBenefitApproach#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
B
2
N
3
N
4
G
5
O
6
G
7
N
8
G
9
N
10
B
11
G
12
N
13
O
14
I
15
G
16
O
17
N
18
O
19
I
20
B
21
N
22
O
23
O
24
O
25
B
26
G
27
I
28
I
29
I
30
B
31
G
32
I
33
I
34
B
35
B
  1. B-The Approach
  2. N-Hands-on Approach #7
  3. N-Projecting the Right Image
  4. G-The initial moments of a meeting has a profound effect on overall outcomes.
  5. O-Build a Foundation of Trust
  6. G-Suit the Approach to the Person
  7. N-Shake hands, maintain eye contact, and speak confidently.
  8. G-Objectives of the Approach
  9. N-Dressy Casual for Men
  10. B-Proper dress and grooming say you are competent and professional.
  11. G-Confirm the prospect’s behavioral style and adapt accordingly.
  12. N-Setting the Mood
  13. O-Dressy Casual for Women
  14. I-Curiosity Approach #2
  15. G-The Handshake
  16. O-The Proper Greeting
  17. N-Question Approach #3
  18. O-You never get a second chance to make a good first impression
  19. I-Nonverbal Language
  20. B-Referral Approach #6
  21. N-Small Talk or Get Down to Business
  22. O-The Right First Impression
  23. O-The approach transitions into need discovery.
  24. O-Qualifying Approach #5
  25. B-Types of Approaches
  26. G-Business Casual for Women
  27. I-The Prospect’s Name
  28. I-Business Casual for Men
  29. I-Education Approach #7
  30. B-Social Media Can Help Your Approach
  31. G-Qualifying Question Approach #4
  32. I-Use the prospect's name and purposeful small talk.
  33. I-Step 3 of the Relationship Selling Cycle
  34. B-Weaknesses of First Impressions
  35. B-Relevant Benefit Approach #1