Salespeople with the ability to begin conversations quickly are the ones who write the majority of new orders. Each may use a different approach in starting new conversations, but all of them do one thing in the same way: They rapidly determine points of mutual interest.
The secret to writing new orders is to always be talking to new prospects. In the majority of instances, you never know who your next buyer will be, so you must always be looking for and talking to new people.

Natural-born talkers
Some people seem to have the “gift of gab,” while others frequently appear at a loss for words. If you are the type who fears never knowing what to say, then change the way you begin new conversations. Start by observing the people around you, paying particular attention to the ones with whom you would like to do business.
Use the following four basic steps to start observing others:
When you enter a room, subtly scan it, making note of everyone present.
Watch the body language of the people around you, particularly as it relates to their reactions to different situations.
Carefully examine the expressions of others, such as frequently used phrases and voice patterns.
In an office setting, observe the personal items on the desk or credenza of those you call on, to determine their outside interests.
By employing these steps, you are on your way to finding the common denominators that link you to the people with whom you are meeting. They will help you find ways to quickly start conversations.
Learn how one distributor turned his sales around by observing others:

“I always wondered why I didn’t write as much business as the other salespeople in my office. One day after a much-needed soul-searching session, I asked one of my peers why he thought this was the case. He kindly surmised that my sales were lower because I just didn’t seem as curious as the other reps. Since no one had ever pointed this out to me (I had never been curious enough to ask), the possibility of my not being curious gave me cause to wonder.

“This peer then suggested that I start observing the people around me, noticing particular things about them. Since I had nothing to lose by taking his advice, I decided to give the suggestion a try. I started slowly at first, but in no time I became a full-fledged “snoop.” If someone in my office was reading a book, I asked them about it. When I stood next to someone in line, I glanced to see if they might be wearing a shirt imprinted with one of my favorite sports teams’ logos. Everywhere I went, I began taking note of the activities and habits of others, trying to find things that I had in common with them, so I could strike up a new conversation. All I can say is this, since becoming a full-time observer of others, my sales have tripled. I never have to worry about how to begin conversations with the new people I am continuously meeting.”

Overcome fear and shyness
Many people are afraid of talking to others simply because they are shy. They usually feel they lack sufficient knowledge about subjects that interest others, so are afraid they may ask questions that will make them appear foolish and uninformed. By giving in to this fear, they are missing numerous bonding experiences that could eventually lead to sales.
One of the best ways to overcome fear and shyness is to ask people simple questions for which you already have answers. In most instances, the simpler the question, the less threatening the response can be.

Here are a few examples:

Have you been enjoying this hot weather?
Have you been paying attention to our local ball club?
What do you think about that new widget?
Will you be glad when the election is over?
There are hundreds of open-ended questions similar to these that yield answers that allow you to begin new conversations with people you meet for the first time.
Think about the last time you took a business trip on an airplane. The person sitting next to you was probably wondering as much about you as you were about him. All the while, you may have been thinking that he seemed too busy to make contact with you. Because of this reluctance, you may have missed a great opportunity to strike up a sales conversation.
Next time, instead of wondering what to say to that person, first observe what he is doing. If your seat-mate is reading a book, at the appropriate time ask if he’s enjoying it. If he is not too immersed in work, ask if he is traveling on business or for pleasure. If he is reading the sports page, ask who his favorite team might be. Ninety percent of the time, the question you ask of that person will be met with a friendly answer that may lead to a fulfilling conversation. You may even have the golden opportunity to learn if this person could be a future prospect.
You have hundreds of chances every year to start open-ended conversations with the hundreds of people you come in contact with. The observant salesperson who takes advantage of these opportunities not only prospers financially, but also comes away with many rewarding experiences.