APPROACH

$($OBJECTIVE: Build Rapport$)-$ Customer Focus

A$.$ Introduction Technique:

Identify the name of the introduction technique you will use to begin the interaction to create a positive and friendly environment to build a trustworthy relationship. Also provide an example of what you will say.

B$.$ Rapport Building:

List relevant and appropriate topics you could briefly discuss with buyer to build a positive relationship with you beyond 'making a sale' $($that raise comfort of prospect, lower barriers, build trust$).$ Avoid bad news or negative topics!

C$.$ Purpose Statement:

Provide an example of what you will say to strategically transition the conversation out of Approach.

i$.$e$.,$ What will you say to the buyer to explain why you're meeting and the commitment you will ask for at the end? Think "What's in it for me$?($WIFM$)$ from your buyer's perspective.

$[$Optional$]$ Provide an example of decision maker or decision$-$making process question $($e$.$g$.,$ who's involved, timeline$)$