G
Guest
Guest
I haven't seen the movie yet but I heard it rocked so I picture this said with Picard's accent, engage:
We have a consumer who expresses interest in our product or service,, and under the right circumstances they will make a purchase. So how do we create the right circumstance? We must engage the consumer.
So what do I mean by engage? Well if you simply break it down, you need to engage in conversation, and it has to be the right conversation. Dialogue, not monologue. Most salespeople ask some questions, but usually they do all of the talking, not really interacting with the consumer. Are you talking too much?
Think of it this way. Have you ever heard someone say, “It was so nice speaking to you?” Of course you have. Now, have you ever heard someone say, “It was nice listening to you?” Not in a million years!!! So obviously, you need to listen more to engage the prospect. And in order to listen, you have to ask questions. I always say “anything they say can and will be used against them at the close” because if you ask the right questions and listen to the answers, the prospect will tell you everything that you need to know in order to close the deal.
Another benefit of engaging the consumer is that he or she will feel that you care enough to find out what their needs and concerns are and you may have heard that people don’t care how much you know until they know how much you care. In turn, they will trust you because you are caring enough to take the time to find out exactly what they want and/or need.
I’ll give you an analogy. When you chase an animal what does it do, it retreats. When you lay out bait, or wait patiently, it comes to you.
Keep that in mind with sales because if you think you’re going to talk your way into getting a sale, you’re in for a surprise because if I’m the client, I’m not engaged, I’m probably thinking about divorce!
We have a consumer who expresses interest in our product or service,, and under the right circumstances they will make a purchase. So how do we create the right circumstance? We must engage the consumer.
So what do I mean by engage? Well if you simply break it down, you need to engage in conversation, and it has to be the right conversation. Dialogue, not monologue. Most salespeople ask some questions, but usually they do all of the talking, not really interacting with the consumer. Are you talking too much?
Think of it this way. Have you ever heard someone say, “It was so nice speaking to you?” Of course you have. Now, have you ever heard someone say, “It was nice listening to you?” Not in a million years!!! So obviously, you need to listen more to engage the prospect. And in order to listen, you have to ask questions. I always say “anything they say can and will be used against them at the close” because if you ask the right questions and listen to the answers, the prospect will tell you everything that you need to know in order to close the deal.
Another benefit of engaging the consumer is that he or she will feel that you care enough to find out what their needs and concerns are and you may have heard that people don’t care how much you know until they know how much you care. In turn, they will trust you because you are caring enough to take the time to find out exactly what they want and/or need.
I’ll give you an analogy. When you chase an animal what does it do, it retreats. When you lay out bait, or wait patiently, it comes to you.
Keep that in mind with sales because if you think you’re going to talk your way into getting a sale, you’re in for a surprise because if I’m the client, I’m not engaged, I’m probably thinking about divorce!
