Types ofApproachesSmall Talkor GetDown toBusinessTheapproachtransitionsinto needdiscovery.Use theprospect'sname andpurposefulsmall talk.Hands-onApproach#7Step 3 of theRelationshipSelling CycleDressyCasual forWomenDressyCasualfor MenTheProperGreetingBusinessCasualfor MenCuriosityApproach#2You never geta secondchance tomake a goodfirst impressionBuild aFoundationof TrustReferralApproach#6NonverbalLanguageTheProspect’sNameQuestionApproach#3BusinessCasual forWomenSocialMedia CanHelp YourApproachWeaknessesof FirstImpressionsEducationApproach#7Confirm theprospect’sbehavioral styleand adaptaccordingly.Shake hands,maintain eyecontact, andspeakconfidently.SettingtheMoodObjectivesof theApproachThe RightFirstImpressionTheHandshakeQualifyingApproach#5RelevantBenefitApproach#1TheApproachProjectingthe RightImageProper dressand groomingsay you arecompetent andprofessional.Suit theApproachto thePersonQualifyingQuestionApproach#4The initialmoments of ameeting has aprofound effecton overalloutcomes.Types ofApproachesSmall Talkor GetDown toBusinessTheapproachtransitionsinto needdiscovery.Use theprospect'sname andpurposefulsmall talk.Hands-onApproach#7Step 3 of theRelationshipSelling CycleDressyCasual forWomenDressyCasualfor MenTheProperGreetingBusinessCasualfor MenCuriosityApproach#2You never geta secondchance tomake a goodfirst impressionBuild aFoundationof TrustReferralApproach#6NonverbalLanguageTheProspect’sNameQuestionApproach#3BusinessCasual forWomenSocialMedia CanHelp YourApproachWeaknessesof FirstImpressionsEducationApproach#7Confirm theprospect’sbehavioral styleand adaptaccordingly.Shake hands,maintain eyecontact, andspeakconfidently.SettingtheMoodObjectivesof theApproachThe RightFirstImpressionTheHandshakeQualifyingApproach#5RelevantBenefitApproach#1TheApproachProjectingthe RightImageProper dressand groomingsay you arecompetent andprofessional.Suit theApproachto thePersonQualifyingQuestionApproach#4The initialmoments of ameeting has aprofound effecton overalloutcomes.

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