Ask, Don't Guess
Imagine you are presenting to three prospects. Suddenly, one starts to check his watch. The other gives attention to her Blackberry. The third just shifts in his chair. What do you do? Some people in my seminars say, "Ask a question. Get them involved." Fair enough. So, you do that and you get only perfunctory responses, no real interest. Some say, "Just keep going and hope they come back to you." Others say, "Speed up, get to the end, and get out!" I suppose that's a plan of sorts, but hardly a profitable one.
My response to the group is a question, "If you are having a conversation in a social situation and suddenly the person across the table becomes quiet, what do you say? Yes, you might ask a question. But suppose that doesn't bring them back to the discussion, then, what? Inevitably, the next answer is, "Ask what's wrong?" YES, my point exactly. That is the human thing to do. Respond to what you see. Similarly, in selling, don't play guessing games. You're dealing with people, flesh and blood people, who just happen to be buyers. When something seems suddenly amiss, you cannot fix it, unless you know what is wrong.
So, ask. In a nice way.
That could be as simple as, "I have a sense that what I'm talking about is not of interest to you now. Is that right?"
Possible answers: 1. "No, this is fascinating. Please continue." 2. "In fact, we are more interested in X" - in which case you can easily jump to that topic and regain their attention. or, 3. "No, it has nothing to do with you. I ate something that is making me ill," in which case you can ask if they wish to reschedule or not.
We live in an age of spin and manipulation. How refreshing to be treated with honesty. Ask. Be authentic. Clients will love you for that quality.
Great Book Recommendations.
Speaking of authenticity, grab this new book by Sharon Drew Morgan, "Dirty LIttle Secrets: Why Sellers Can't Sell and Buyers Can't Buy." It will radically change the way you think about how you deal with clients and how you develop business.
Need to write proposals that sell business? Take a look at Neil Sawers’s new book, How to Write Proposals, Sales Letters, and Reports. Limited time to also receive additional value added material.
Overwhelmed by how to market online? Emarketing Strategies for the Complex Sale by Ardath Albee is the book to read. Ardath is the expert, bar none, on this topic. Take your business to the next level with the wisdom and practical advice in her book.
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