Talk about your prospect's favorite subject
In other words, talk about them, their family, kids, pets, and related subjects. Try to keep the conversation positive and upbeat.
Source: Sales speaker/trainer John Chapin
Ask about activities they’re involved in such as bowling leagues, softball, golf, etc., and make sure to listen more than you talk. Drop in some of your own personal information so they have something they can connect with you on, but again, make sure they are talking most of the time and be careful not to out-shine them.
Remember everyone’s favorite radio station: WIIFM: What’s In It For Me. Focus on that when you talk to people.