Why engaging with a prospect is difficult? Because it needs a lot of hard work which most of the sales guys are not willing to put. If you have to engage then you have to
1. Do proper pre-call analysis about the prospect and their company (background, product, services)
2. Read few stuff related to the contact person, their industry, their business model, their competition etc
3. Listen...Listen...Listen, if you are more worried about putting across your point or your presentation, then you will lose when it comes to engaging with the prospect, because every word coming out of prospect's mouth can give you cues on how you can engage with them.... use it productively
4. If you feel your prospect is good at something.... don't lose the chance to appreciate them (sales guys sometimes are obsessed about completing their presentation and they don’t see how good the prospect is at something.... and fail to pass on a compliment... too bad)
5. Engaging means you have to constantly improve on being more creative, amusing and sharply attentive!! Because these are the 3 attributes which can help you engage with anybody much better.
6. Prospects are pre-occupied with their priorities at times, and you may need to grab their attention if you need to engage. Try this, it may work ”If you can provide me 10 minutes of your full attention, I can show you something which may turn be very important for you and you can then decide to continue or not”, and then don’t try to rush through, that will only lead to completing your ten minutes with no results. Try to engage.... in most cases prospect will end up spending more time with you.
7. Don’t be transactional in your approach, which is desperately trying to seek the answers for the questions you have in your mind...start friendly, engage and then incrementally seek answers to your questions, works better.
1. Do proper pre-call analysis about the prospect and their company (background, product, services)
2. Read few stuff related to the contact person, their industry, their business model, their competition etc
3. Listen...Listen...Listen, if you are more worried about putting across your point or your presentation, then you will lose when it comes to engaging with the prospect, because every word coming out of prospect's mouth can give you cues on how you can engage with them.... use it productively
4. If you feel your prospect is good at something.... don't lose the chance to appreciate them (sales guys sometimes are obsessed about completing their presentation and they don’t see how good the prospect is at something.... and fail to pass on a compliment... too bad)
5. Engaging means you have to constantly improve on being more creative, amusing and sharply attentive!! Because these are the 3 attributes which can help you engage with anybody much better.
6. Prospects are pre-occupied with their priorities at times, and you may need to grab their attention if you need to engage. Try this, it may work ”If you can provide me 10 minutes of your full attention, I can show you something which may turn be very important for you and you can then decide to continue or not”, and then don’t try to rush through, that will only lead to completing your ten minutes with no results. Try to engage.... in most cases prospect will end up spending more time with you.
7. Don’t be transactional in your approach, which is desperately trying to seek the answers for the questions you have in your mind...start friendly, engage and then incrementally seek answers to your questions, works better.
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