Ch_9_PP_5th_Edition

Ch_9_PP_5th_Edition - CHAPTER 9 Learning Objectives:...

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1 Learning Objectives: Discover the purpose of the approach. Learn the importance of first impressions and ways to control them as a means of improving your performance. Understand how surface language affects the ability to establish rapport with a prospect. Examine the elements of the greeting and how to control them. Discover ways to get the attention and capture the interest of the prospect. Explore different types of approaches and understand the best circumstances in which to use each one. Approaching the Prospect CHAPTER 9 CHAPTER 9
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2 Purpose of the Approach To make a favorable or positive impression on the prospect To gain the prospect’s undivided attention To develop positive interest in your proposition To lead smoothly into the fact-finding or need discovery steps
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3 First Impressions Weaknesses of first impressions: Tend to be based on emotions All behavioral traits do not show up immediately Behavior may be deliberately controlled by either party An earlier event may influence either person’s current behavior Four minutes is the average time that prospects take to decide whether to buy from you.
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4 Surface Language Includes all aspects of appearance: grooming, clothing, accessories, and posture Affects first impressions even though it may actually provide limited or shallow insight into the true person Dress the part - We all wear uniforms Choose accessories carefully Dress appropriately Give attention to grooming
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5 You’re projecting an image Want the prospect to take you seriously Work with your physical characteristics Some style tips
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Ch_9_PP_5th_Edition - CHAPTER 9 Learning Objectives:...

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