Do Your Prospects Have A Grasshopper Mind?

Do you find that some people wander instead of staying focused? What's your remedy?

Quote:

Originally Posted by Wonderboy

Do you find that some people wander instead of staying focused? What's your remedy?

Good question Wonderboy!

Attention spans can vary so if you keep your sales conversation short and to the point you shouldn't get too many stragglers.

Short and to the point is good. Want an even easier way to lengthen and intensify customer's attention span?

Stop talking and start asking questions that help customers think -- deeply -- about their needs, goals, and decision making criteria. You know how it goes - "show me a bored customer and there's probably a boring salesperson right there, droning on, in spite of the fact that the customer's mind is somewhere else."

Tom

Short presentations can help. Effective questions can help.

Keeping the conversation on track can also help.

Quote:

Originally Posted by tom behr

Short and to the point is good. Want an even easier way to lengthen and intensify customer's attention span?

You had my attention with that question.

Quote:

Originally Posted by tom behr

Stop talking and start asking questions that help customers think -- deeply -- about their needs, goals, and decision making criteria. You know how it goes - "show me a bored customer and there's probably a boring salesperson right there, droning on, in spite of the fact that the customer's mind is somewhere else."

Tom

An example might be like...

Why did you call today?
I sometimes get a response like, "well I saw your ad."
Great I am happy to see someone actually reads my ads, but I am sure you saw a bunch of ads, why today though?
Well my company is expanding and they need a new phone system.
That is good to hear, or you could say I am RIGHT NOW working with a few other customers who are expanding, and what is important about the phone system you are looking for?

Like Tom said, "ask questions to help your customers think- deeply - about their needs goals and decision making criteria".

Quote:

Originally Posted by Wonderboy

Do you find that some people wander instead of staying focused? What's your remedy?

Talk in terms of the other person's interests.

Sorry what was the question? LOL!

This is a pretty good top...hey! Look! A flutterby! Oh...what was the question again?

Keep them involved in the process. Ask a lot of questions. When doing your presentation, get them involved. Have them touching, smelling, tasting, etc. your product you are demonstrating. If you are keeping them actively engaged in the process instead of just blurting out all of the information, their mind won't have time to wander off.

Same old story about not talking to much and especially about a subject that bores your customer. It is a good idea to ask questions and allow them enough time to think about their answers, this gives them the kick to focus on the task.

Make sure you don't jump with them when they do. Take control of the situtation and get them "back in bed" so to speak.

Do Your Prospects Have A Grasshopper Mind?

Off Topic Forum