Debra Fine

If others are comfortable in our presence, they will feel good about doing business with us.

Buyers choices of where to spend money are influenced by the presence or absence of rapport.

Shyness could be mistaken for arrogance.

So what has a typical day been for you lately?

When asking for someone’s name put an emphasis on the word name to say no to the other person that they are important.

When seated at a large table, introduce newcomers to everyone you’re sitting with to position yourself as a leader in the group.

Using peoples names will make them feel special.

Nonverbal components of a conversation account for 65% of a a conversation effectively.

When an awkward pause occurs ask for advice even if you don’t need it. Ie. Which bank do you use I’m thinking about switching, dentist etc,

History questions
Interview questions

A good complement acknowledges the object of admiration. A top-of-the-line complement goes beyond that to give conversation material by expounding on why you like the item. For instance, you might elaborate on the sweater by saying I love your sweater, that shade really enhances the color of your eyes.

F.O.R.M.
Acronym for remembering topics of conversation. Family, occupation, recreation, miscellaneous

It’s OK at times to share added information about yourself to provide ammo for the next persons question.

Most people don’t want advice, they want empathy and compassion.

End each conversation with a compliment

Ending question:
I hope we can do business together soon. May I call you in the coming days to determine your level of interest?… (meer)