ICEBREAKERS

BRILLIANT!

1. In Mexico, your first appointment with a key decision maker is most likely the result of a personal introduction. Therefore, chatting briefly about your mutual contact may be the best way to begin the conversation. Your prospect will probably ask where you have been in Mexico and what sites you have seen. This is a very good reason to arrive well ahead of your appointment and spend some time visiting the major sites in Mexico City—or wherever your sales calls take you.

2. Keep your questions formal, but explore mutual interests you may have. The higher status the topic, the better. You might want to discuss exotic trips your client has taken, prestigious clubs you both belong to, sports you both enjoy, or luxury items you both admire (or own).