T.A.P Principle

A good friend of mine told me a long time ago about something he called the T.A.P Principle. I don't recall where he got it from but it stands for Things, Accomplishments, and Personal.

My friend was a sales rep for ADT, and was extremely successful at it, and as I started my first business, I remember sharing with him that I am a quiet person. How do I spark up a conversation with a potential client without seeming like I'm reading straight out of a book for conversation starters or something. And he replied telling me that he had the same issue until he applied the T.A.P principle.

He said whenever you are trying to "get in good" with a wife answering the door, a host/gate-keeper at a restaurant, or the owner himself, look around for some sort of thing, or accomplishment on the wall, or something personal to talk about to break the ice. So maybe that wife answering the door to the sales rep booking appts has on a lovely necklace, compliment her. Maybe she has some fancy art painting on the wall as she opens the door, compliment her on it. Maybe the yard has just been beautifully landscaped, tell her how nice the home looks.

Maybe the owner of the business has a degree from Yale on his wall. Tell him a story about when you visited Yale. Maybe he has a picture of him skiing with his buddy. Tell him about how much you like skiing, or plan to go skiing and ask for suggestions of places where to go.

I tell you, this bit of advice from my friend, truly helped me. I was wondering if anybody else does this very same thing. You may not call it the T.A.P principle, but how about it...anyone?