Today Susan starts from the beginning with her formula for getting information to a person in a way that they will be receptive. The formula is CAPI which stands for Common ground, Affirm, Permission, and Information.
Today Susan is working on the common ground aspect. This should be the longest portion of any conversation you have with a new prospect. You are not grilling them and asking a ton of questions. Just a few well placed questions should provide you with the opportunity to say "Wow, I do that too!" Or something similar. Then you explore the subject together.
http://www.audioacrobat.com/play/WQ26QdyP
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment