ENGAGE
Earn the conversation.
Build rapport, establish relevance, and earn permission to continue. Use basic qualification blueprinting at the appropriate point without turning rapport into an interrogation.
- FORM: Family, Occupation, Recreation, Mutual Acquaintance. Use naturally, without probing sensitive details.
- Sales starters answer the 3Ws: why are we talking, what will we discuss, and what is in it for the prospect?
- Acknowledge an early objection, redirect respectfully, and ask a useful question.
What are you spending most of your time on outside school or work?