The Scenario For Approaching A Prospect:

(Smile and step forward slightly, non-threateningly)  Good morning, welcome to Sleepy Heads Smithtown!  Great day isn't it? (Nod head)

Yes it is.

(Acknowledge their response) Oh, by the way I'm Tom Jones and I'm a sleep expert… do you have a project in mind that I can give you some advice on?

I'm just looking

Sure that's fantastic; please feel free to look.  (Open handed sweeping gesture around show room)  But, if you do want to have a look around, you might just give me an idea of what you have in mind so that I can point you in the right direction.

I'm thinking about a new bed for my partner and me.

I see, for the two of you.  By the way, your name is…?  (look directly at her questioningly)

Good Mrs. Brown, now tell me, did you have anything in particular in mind?

Well I don't really know but nothing too expensive.

Thank you.   (Look thoughtful) Oh, incidentally, do you mind if I take a few notes?  It just helps me remember the details and makes sure I can focus in on what's right for you.  

No, go ahead.

(Pick up prospect detail sheet in the nice folder and note details)  Thank you.  By the way is it your first visit to the store Mrs. Brown?

Yes it is.

(Note details) So you haven't been in before?  By the way what made you come in to see us?

I saw your advertisement.

(Nod and smile) I see, so you saw our advert. So was that the television advert and roughly when was it?

Yes, it was--- last week sometime.

(Note detail) Gee, that's great (smile) it tells me at least that our advertising is getting noticed. Thank you. By the way, do you know anybody who has bought a bed from us?

Yes, a friend Jane Smith.

(Note detail) Oh, Mrs. Smith in Tyrell Street, that's fantastic.  (Smile and nod appreciatively) You know how pleased she is. She bought a great bed… I was thrilled with her choice. Did Mrs. Smith tell you to talk to us?

Yes, she did as a matter of fact.

That's great. I must phone and thank her. (Pause)   

(Smile) Now, by the way Mrs. Brown what area do you live?  

Newtown

Newtown.  That's a great area for young families. (Nod enthusiastically) What's your address there?

Oh, I'm just looking at the moment so I'd prefer not to give my details.

That's fine but perhaps I should explain.  You see what sometimes happens is that people don't give me their address or phone number. And guess what? (Pause) I may not have been able to help them and, just after they walk out, one of our suppliers will ring us with some specials because, after all, we are one of their biggest dealers. And almost without fail they will have exactly what the person was looking for but there's no way for me to let them know. (Pause, look wistful)  So if you just give me your contact details it means that I could always give you a call if anything comes up.

That's a good point, I hadn't thought of that.  We're at 110 Smith Street.

(Note address) Ah ha, 110 Smith Street, Newtown … that's a great area... and the phone number?

9876 5432.

(Note phone number) Thanks Mrs. Brown.  (Pause)  By the way, how much do you know about beds?