| Here is the third of my 20-article series on Closing | | | | then asking a question gets him involved. Second, |
| Sales and Becoming an All-Star Sales Person. This | | | | the I statement, you begin that with something |
| one deals with what you actually say when you | | | | you want your prospect to agree with like, "What |
| begin your conversation with your prospect or | | | | I'm good at is helping you keep more of the |
| client. | | | | profits you earn," and then asking another simple |
| The verbal approach to prospects is the | | | | question. Is that something we can talk about |
| vocabulary, the words that you actually use to | | | | today? |
| begin to build rapport. Now, in order to know | | | | So by saying something about yourself, you tie |
| what to say, it's helpful to remember and review | | | | into his initial agreement with the first thing you |
| what you already know about this prospect. Look | | | | said and you gently get his acceptance about |
| at him. Observe his environment. Did you decide | | | | what you've just said about yourself? Makes |
| to do small talk or get right to business? If you're | | | | sense? |
| going to go right into business or whenever you | | | | Here is the You-I approach when we put it all |
| begin to talk business, the You-I approach is | | | | together. "It looks like you know how to run a |
| critical. | | | | profitable business, am I right? Well, what I'm |
| The You-I approach is simply beginning your | | | | good at is helping you keep more of the profits |
| conversation by talking about the other person | | | | you earn? Is that something we can talk about |
| first. The You statement-begin with something | | | | today?" |
| your prospect would agree with. Example, "It | | | | What you've just done is get off to a good start. |
| looks like you know how to run a profitable | | | | You've made a good first impression, a good |
| business," then ask a simple question like, "Am I | | | | approach by talking about the other person first |
| right?" | | | | and then tying in yourself to what you've just |
| But saying something about the other person | | | | said. So you've set the stage for what you will |
| first, you're talking about his favorite subject and | | | | talk about and you're starting to build rapport. |