When meeting new people, the tendency for many salespeople is talk endlessly about themselves.  Boring! Unfortunately, extroverts don’t realize they’re boring, while introverts hate idle chit-chat.  So whether you need to put a lid on it or break out of your shell, we have an easy way to remember how to effectively connect with new people and get the chance to turn them into a client….the FORD script!  Today we talk about the key to creating and connecting with people at parties, on the phone and in any situation so you’ll always make a meaningful and memorable impression – without saying a lot of words!

You may wonder, how do I make an impression if I don’t say anything?  If I don’t tell them about ME?  Are you familiar with the saying, “People don’t care how much you know, until they know how much you care?”  When people know that you care about them and their interests or their issues, they know that you’re someone they can trust when it comes to the biggest investment of their lives.

The most dangerous word you can use when trying to gain someone’s trust is the word “I.” Make it all about them and genuinely listen as they answer the questions from the FORD script.  The FORD script is so easy that you can take it anywhere with you and use it any situation.  What does FORD stand for?

  1. Family – How long have they been married?  How are their kids?  What are their parents up to lately?
  2. Occupation – How are things going at work?  What’s the best part about their new job? What do you do for a living?
  3. Recreation – Where are they planning to go on their next vacation?  What clubs/sports/hobbies are they involved in when they’re not working?
  4. Dreams – If money were no object, what would they do with their live?  What’s on their bucket list? If they could have dinner with any famous person, who would it be and why?

Depending on how well you know the person will dictate the intimacy of the questions you can ask, but you get the idea!  Don’t let the fear of not knowing what to say (or the habit of saying too much) stop people from understanding what a truly wonderful and trustworthy person you are!

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