Try this tip when your prospect is losing interest or seemingly losing enthusiasm for your product or service.
Subtly transition to a subject the prospect previously had interest in.
For example; a real estate agent might find the prospect’s interest in the property he’s showing begin to wane, but noticing this the agent brings up the earlier discussion he had with the prospect on the exceptional schools in the area.
The agent noted during that initial conversation that the prospective homebuyer was focused on the local schools and the fact that the home was within walking distance.
Now, watching the prospect’s interest begin to rise again, and seeing an increased level of enthusiasm for the area, the salesperson can re-focus the prospect’s attention back on the house he’s showing.
This process can be repeated more than once.
What the salesperson is really doing is keeping the prospect’s attention focused on positives, and “steering” their attention back on what interested the prospect in the first place, interest an exceptional salesperson gleans (glean: to gather information or material bit by bit) in the initial meeting stages.
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