On initial contact – call or meeting – rapport building should continue but move towards understanding what interested them and made them take time to learn more.

In some cases, you won’t want to share any information at all but take in their information then schedule a followup to share a plan for them – especially if it is a higher potential value opportunity.

The general outline should be:

• Hello, pleasantries, rapport building
• Asking questions (or more questions!) about their interest or need
  • And making sure they are the decision maker!
  • We will get into this with the PUF method of qualifying
• Fitting a program or service to their interest or need (more to come on this too!)
• Asking for objections – find out what can get them to buy!
• Addressing objections – pushing towards a FUD close (also more to come!)
• Asking for the close or next steps