3 Tips to captivate your prospects

Are you engaging?
Have you ever had a conversation where you’ve been fully involved to the exclusion of everything that was going on around you?

There is a connection, like you’re in a room together having a great conversation – even if you are actually on the phone.

I’d suggest you make that your goal for every sales conversation!

Here are 3 Tips to captivate your prospects:

#1 – stop trying to multitask
To be engaging and captivate your prospects, you MUST be 100% focused on the conversation you are having. That means no checking your email, glancing around at what is happening on your team, etc.

Don’t do anything… unless you would do it while you were in a room together.

#2 – LISTEN
The first complaint about salespeople is always that we don’t listen. Make sure you take notes on what is being said, ask follow up questions to their last answer, and give them feedback or ideas on what they just shared.

Stay engaged in what they are saying and captivate them by listening.

#3 – use stories
How a prospect or customer will listen to information you give is differently than to a story you tell. Don’t tell me you have payment term options, tell me a story about a customer who was able to do a project when you worked together to create flexibility in payment.

Make sure to give the destination postcard of what it will be like to work together.

Make every interaction with the person on the other end of the phone, feel like you are together in a room solving problems – drinking coffee – getting it done!