Engaging the prospect

Originally Posted by Skip Anderson Mikey, a wonderful question. The 8 Paths to Prospect Engagement 1. Take an interest in your prospect (almost always, engagement starts with the salesperson, not with the prospect) 2. Seek commonality with your prospect (We all have things in common, even if we're very different.) 3. Understand differences (since the population is very diverse, we need to understand differences, not pretend that those differences don't exist) 4. Be genuine and sincere (notice that it doesn't say "act," it says "be"! Prospects dislike fakers!) 5. Get prospects talking while you get listening (one of the keys to sales excellence!) 6. Understand what is being said and what is not being said (many salespeople don't listen to what is being said; most salespeople don't listen to what isn't being said) 7. Validate prospect questions, statements, and objections (most salespeople don't) 8. Match the prospect's speaking pace and volume ©Skip Anderson

Skip, this is terrific!!!

Thanks, Mikey.

Skip,

The points you raised are, to quote Mikey, "terrific"!

I love point #2: seeking commonality. This is probably one of the toughest skill to learn. Many inexperienced salespersons try too hard seeking something in common that they look and sound laborious. They say the wrong things, and worse, they "force" these commonalities upon their clients.

Could you elaborate a bit on how one can master certain skills and techniques to make commonalities a powerful weapon in developing rapport and trust?

Than you.

Shah

Originally Posted by Skip Anderson Mikey, a wonderful question. The 8 Paths to Prospect Engagement 1. Take an interest in your prospect (almost always, engagement starts with the salesperson, not with the prospect) 2. Seek commonality with your prospect (We all have things in common, even if we're very different.) 3. Understand differences (since the population is very diverse, we need to understand differences, not pretend that those differences don't exist) 4. Be genuine and sincere (notice that it doesn't say "act," it says "be"! Prospects dislike fakers!) 5. Get prospects talking while you get listening (one of the keys to sales excellence!) 6. Understand what is being said and what is not being said (many salespeople don't listen to what is being said; most salespeople don't listen to what isn't being said) 7. Validate prospect questions, statements, and objections (most salespeople don't) 8. Match the prospect's speaking pace and volume ©Skip Anderson

perfect engagement skip, That's really help me to improve my sales skill, I was new in sales, does any one have sales training with PDF format, Power Point or word document ....? I love to learn it to add my knowledge about sales

regard
Azis