QUIZ: What’s the Best Icebreaker?
SCENARIO: You’ve just started an on-site sales call with a C-level customer executive. The handshake and greeting was cordial enough, but as you sit down, you sense a certain coldness. It’s crucially important that you establish rapport with this decision-maker. Failure means you’ll miss your quarterly quota. You need to break the ice, fast. Here are your options: Comment on a knickknack. Notice what’s prominently displayed in his office — a family photo, a souvenir — and make a thoughtful, respectful remark about it. Ask him about his career. Most people like talking about themselves, so inquiring about something in the executive’s past experience will definitely warm him up. Mention a shared cultural event. You know that he follows local…
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