How to Have a FAB Conversation

How to Make How to Make ConversationConversation

Start with Open Ended Questions

• What concerts did you go to this summer?• What’s the best movie you saw this summer?• What part of college are you looking forward to

most?• Where are you living?• What do your friends from high school think

about sorority life?• How does your family feel about you going

through recruitment?

W.I.I.FM

W.I.I.F.M.• What’s In It For Me• Everyone’s Favorite

Radio Station!• How will the PNM

benefit from joining AOII?

• How can we use the answers to her questions to lead her toward AOII?

Using FAB to Sell AOII

• The PNM tells you she played lots of sports in high school.

• Feature - AOII won the Greek Intramural Cup for the past two years.

Advantages• Playing sports

together is one of our favorite activities

• Even sisters who don’t play come out to cheer our teams on, making us signs and banners

Benefits • We are so proud every

year when we get to Greek Awards and we win the Intramural Cup.

• It’s a great feeling to share with your sisters.

• Working together as a team makes your sisterhood even stronger!

Conversational Road Blocks

• Questions that can be answered with a “yes” or “no”

• Asking generic questions

• Not responding with enthusiasm or interest

A Lesson in Psychology

• When someone tells you about happy memories or pleasant experiences in their past they then transfer these feelings of happiness and joy onto you!

• It’s happiness by association!!!• If you find yourself struggling try to ask questions that will

provoke happy memories.

ABC…Always Be Closing

• On Preference you need to close the sale

• Ask her, “Can you see yourself in AOII letters?”

• Use this opportunity to address any questions, concerns, or misconceptions the PNM might have.

• Always remember to use “I” instead of “WE”

• Never promise a bid, but let her know YOU would like to see her on bid day.

FAB Tool Kit• Let’s all take a common

reason PNM’s join and create an open ended question we could ask to find that information.

• How we would use her answer to create FAB’s to sell AOII?

ABC Role Play• Turn to a sister and role play a

conversation where a girl just gave you an objection to AOII or states a rumor she heard on campus about AOII’s.

• Address the issue until you’re sure it’s resolved, no matter how difficult.

• Create a closing statement with “I.”

Always Remember You’re