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February 07, 2012 at 11:00 PM
Have you ever felt that a buyer was just not that into you? In businesses where the relationship between the buyer and seller is important, it is smarter to focus on that relationship than on the product.
Here are three ways to go from repelling prospects to attracting them and making them want to buy:
Research diligently before meeting a prospect. Research potential prospects even if you don’t know when you’ll meet them. The more you know, the better the conversation will go. Today, no matter who your prospect is, it is easy to conduct research online. If a prospect has put information online, it is there for you to find. It’s not violating personal space when you research people online; it’s smart.
Ask big questions. If you have researched, you will be prepared to ask good, insightful questions that will engage prospects. The key to engagement is interaction and that happens most successfully when they are talking, not you. Most people are focused on themselves and are more than ready to talk about themselves and their products.
