Many sales opportunities die solely because the salesperson monopolizes the conversation and doesn’t give the prospect an opportunity to speak, to express himself, to get his point across.
A prospect will not become a customer until he becomes comfortable with his association with the salesperson. And, he won’t become comfortable if his opinions and observations are ignored.
The next time you meet with a prospect, put yourself in his shoes and see how you rate from his perspective.
- Do you give him a chance to talk by actively soliciting his input and opinions?
- Do you indicate by your tone and manner that you are genuinely interested in what he has to say… even if he wanders a bit off course from where you want to take the conversation?
- Do you continue to show interest when he expresses an idea you consider unimportant or with which you disagree?
- Do you make a sincere effort to understand his point of view, to see the situation from his perspective rather than your own?
When you stand in your prospect’s shoes, the picture you present may be very different than what you formerly had of yourself. If your actions and intentions aren’t clearly focused on the prospect, resolve to change them immediately. You can’t lead a prospect to a sale, until you know where he’s coming from.