Ask about a movie or television show. Avoid politics, their personal problems and especially your personal problems. When the prospect comes to your place of business, it is more difficult to establish common ground because you don't have the advantage of the telling items that would be present in their surroundings. So, be observant. Look at clothing, car, rings, imprinted items, their business card or anything that gives you a clue as to the type of person they are.
People love to talk about themselves.
Getting a prospect to talk about themselves will give you a chance to find common ground, establish rapport, and increase your chance to make a sale. Jeffrey Gitomer is president of Charlotte, N.C.-based Buy Gitomer and an author. Earliest info on new businesses, homeowners Sales Prospecting Center Real info, real opportunities. HireBaltimore Fill an opening, find a job Internet Directory Local businesses on the web Legal Center Hundreds of business legal tools Office Products Special deals on equipment, supplies.