Thoughtful Thursdays – Ways to engage your prospect

You hear a great deal about what to do if you want to lose the attention of your prospect.

Today’s thought focuses on things you can that may help to do to engage your prospect.

Before heading to a list, think about speakers or sales people that have impressed you. Now that you have them in mind, what was it that made the conversation or presentation enjoyable – what was it that kept your interest?

Now make your list. I am confident you already know will engage your prospect. People generally know what it takes to gain their interest. Issues can surface when one assumes the audience thinks the same way as they do.

Back to the list:

• Do your homework
  • Think through the planned conversationSet structure for the conversation
  • Know what questions you will ask
  • Define the outcomes – what will the prospect learn?
  • Define the benefits the prospect will realize – will they be excited or enthusiastic?
• Stick to the structure
• Check in with the prospect and learn their feelings about the answers to the questions you are asking
• Be flexible within the structure
• Remember that it is not about you, rather how you can help
• Enthusiasm is contagious
• Do a dry run – anticipate roadblocks
• Conversation is two way

This is just a start, I encourage you to add and subtract to the list. The key point is to think and prepare before attempting to engage.

Good selling,
Richard

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