You only meet a new customer for the first time once. What is done at that time sets up the relationship you will have from that moment forward. In a consumer research article in the Wall Street Journal, 57% of the respondents stated, “The reason I didn’t buy was because I didn’t like the salesperson”. This means customers are more likely to say yes to someone they like. However, before customers will like you, you must demonstrate through words and actions that you like customers. The strategies for ‘liking’ are developed in this PowerPoint seminar. There are four distinct elements which make up the ‘Connecting’ process: 1.Attitude 2.Building rapport 3.Presentation 4.Determining needs

6. A manner, disposition, feeling, position, etc., with regard to a person or thing; tendency or orientation, especially of the mind. Step One - ATTITUDE

7. Attitude Determines Altitude

11. Gain an appreciation for the client

12. Step-Two - Presentation Presentation is the way you present yourself to potential clients.

16. 7th Habit: Sharpen the Saw

17. Inspect You If you want people to listen to you with confidence, dress and carry yourself in the manner which gives you the right to speak with authority.

18. Maintain Your Product Your product serves as a showcase. It is a tangible representation of what the client is buying.

19. Step-Three - Rapport Rapport signals a relationship exemplified by agreement, by alignment, or by likeness and similarity.

20. Pacing & Leading

21. Pacing Pacing means meeting your customer where he or she is, or matching some part of your customer’s experience

22. Leading Leading is doing something different than your client.

23. Most selling situations involve a continual process of pacing and leading, back and forth until a satisfactory outcome is achieved.

25. Body Pacing Static and gesture matching

26. Verbal Pacing People have a dominant mode of communication. When you meet a new client they will probably be thinking and speaking in one of three representational systems: visual, auditory or kinesthetic.

28. Minimal Cues Minimal cues are small movements that your customer makes that let you know that something in their experience has changed.

30. Step-Four – Determining Needs The benefit of determining needs is that it builds a bridge between your desire to lead the selling process and your customer’s desire to lead it.

31. Greeting How may I be of service, to you, today?

32. This is an ideal greeting - it is non-threatening - it does not lead your client in any specific direction. With service, clients become receptive to questions.

33. Discovery The subject of needs is one you can approach directly. Clients want to know immediately that your focus is on providing for their needs, and not simply to sell them a home for the sake of a commission.

36. Transitional Listening A client’s response to any question provides you with a transition into a brief discussion of something you need to know.

37. Solve Client Problems Providing solutions to customer problems is the primary common ground between you and the customer … become a solution provider

38. Step Five - Time Strategy How much time do you have to spend with me today?

39. When your client provides you with an answer to the question “How much time do you have to spend, with me, today?” you must follow your client’s response with your reason for asking the question.

40. Reason The reason I asked about time is that I want to focus on what is important to you. I can show or tell you about … What would you like to accomplish today?

41. What Have You Accomplished? You have demonstrated a respect for time; what is important and have established a reason for a second appointment (if required).