Here’s a tip that will get you off to a better start in your next prospect meeting.
Start an informative dialogue with your new prospect immediately by asking questions that drive to the heart of their interest. Let’s take for example a meeting with a prospect who has called you from a promotional piece you sent to them, whether a magazine ad, a direct mail piece or from an email campaign.
That question would be, “Just out of curiosity, what was it about the (advertisement) I sent to you that peaked your interest?”
Or take the example of a prospect calling you because of a referral from your other client Michael. That question would be:
“Just out of curiosity what did Michael say about my service (or product) that peaked your interest enough to want to meet with me?”
The key to getting this question answered in the early stage of a presentation is making sure you have created enough rapport (friendly communication) with your prospect after first meeting him or her.
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