CHAPTER 6

The Appointment

THE INITIAL FACE-TO-FACE APPOINTMENT IS LIKE GOLD: It is hard to get, but it is extremely valuable. Because of the potential value of every face-to-face appointment, you must maximize this golden opportunity; in order to do so, you should know exactly what you need to cover in the initial appointment:

image   You should make a positive connection by building rapport.

image   You should gather all the information possible about the prospect. You will use this information in the important follow-up.

   You should get a commitment for ...

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