Four Ways to Get Prospects to Focus on You
Four Ways to Get Prospects to Focus on You
If potential clients and customers can't seem to concentrate on what you're saying and selling, try these attention-focusing tips from Selling Power magazine:
- If the door where you're meeting is open, ask whether the person is bothered by the noise outside and whether you can shut it.
- If a prospect accepts phone calls during your meeting, suggest conducting the next meeting over lunch.
- If the person says, ''I've got only 10 minutes,'' say, ''I understand. No problem. We can work within your time frame.'' After 10 minutes, ask whether the person wants to reschedule or continue.
- If a prospect is tapping a foot, clicking a pen, or otherwise acting impatient or distracted, reduce tension by relaxing your posture.
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