PAT BERRY — DIRECT SALES COMPANION
CHAPTER 4: Power Words and the Three A’s
Starter worksheet for review — October 19, 2026

Use words that help people feel understood. The Three A's are Appreciation, Approval, and Acknowledgment. Be specific and sincere; approval does not require agreeing with every claim.

1. Appreciation: Thank you for explaining what matters to you. Approval: That was a thoughtful question. Acknowledgment: I can see why that timing matters.
2. Try plain phrases: tell me more; what matters most; would it help; what would make this useful; I don't know, but I'll find out.
3. Avoid pressure phrases, guaranteed outcomes, and false urgency. Use a notetaker only with the participants' permission.

Direct Sales application
Acknowledge personal priorities. Do not turn a compliment into a hidden invitation or imply product results.

Three A's reminder
Situation:
_______________________________________________________

Appreciation in my words:
_______________________________________________________

Approval of effort or question:
_______________________________________________________

Acknowledgment of concern:
_______________________________________________________

Open question:
_______________________________________________________

Phrase to avoid:
_______________________________________________________

Use verified facts. Personalize examples. Keep private customer records in your own secure system.