1. 5 steps to a conversation
(not 5 steps to a sales pitch)
Step 1: Introduction
‘Hi, How are you’
smile
eye contact
excitement
Ice Breakers
Body language
tone of voice
step 2: short story
who,what,why
keep
it
short
simple
relax and relate
step 3: presentation
2-3 bullet points
qualify
use references
jones effect
feel, felt, found
never prejudge
step 4: Close
always
be
closing
assumptive language
closing lines
step 5: consolidate
customers experience, customer care
attrition, rehash key points, REFERALS