Small Talk Big Results: Chit Chat Your Way to Success! by Diane Windingland & LeAnn Gerst

Author:Diane Windingland & LeAnn Gerst [Windingland, Diane]
Language: eng
Format: mobi
Publisher: Diane Windingland
Published: 2010-10-25T04:00:00+00:00

One of the best approaches I learned long ago for building rapport and getting the other person to talk is the FORM approach. FORM is an acronym that stands for Family, Occupation, Recreation, and Motivation. The “FOR” talk helps build rapport before you delve into the “M”—what motivates a person. So start with “FORing” people and work up to “FORMing” them. When you find out what motivates a person, you can better connect with that person and sell yourself, your ideas, or your products.

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