Quick Tip: STOP TELLING THE PROSPECT WHAT YOU THINK THEY NEED
The most critical part of the selling cycle after you’ve made the appointment for your first meeting with a new prospect is for you to LISTEN, LEARN and don’t ASSUME anything. Ask probing questions relevant to the prospects BUSINESS, wait for his/her responses, attitudes and tone.
Don’t go into a meeting with a mind dump on the products/services your company offers. Know how to transition you communications to meet the pace of your audience. Plan ahead and practice, practice, practice so that your every word is conversational and flowing. You can only uncover the real needs of the prospect by probing with good interviewing and questioning skills.