1. Introduction: You arrive at your prospect’s door for your (previously scheduled) appointment. What’s the first thing you would say when your prospect opens the door and you shake his or her hand? (OR, what would you first say when meeting via video conference?)
SCRIPT your introduction.
2. Now you are invited to sit down (OR, virtually the prospect will lead conversation). After some “small talk” (weather, present Covid situation, etc), you will begin with a strategic approach or approaches.
Name 3 types of APPROACHES, and then SCRIPT how you would say them.
3. Then SCRIPT your “bridging statement”. In other words, what will you say to “bridge” the conversation to the next “phase”? Assume that the Needs Analysis questions phase/step is where you want the conversation to go next.
