The Keen Marketer

When working with a prospect, there are certain things to look for in order to qualify them.  In other words, how do you read your prospect to know what they are thinking?

Often times, many prospects don’t show what they are thinking.  It can be a guessing game.

But when you learn how to read your prospect, then you don’t fall into the trap of moving your prospect to another level of information too soon.  If you do move too quickly, your prospect may feel pressured and then be turned right off.

Your hopes of attracting this prospect are then lost, maybe forever.

You could also be missing a message from them that should be telling you that your prospect is ready for more information, to go forward.

So you need to read the signs.  Here are 5 to watch out for:

• Your prospect keeps looking away.  That means their attention is being pulled away from what you are saying.  In such a case, give them something to look at, or say their name to pull them back.  If on the phone and you feel you are losing them, ask them for their opinion.  This forces them to return to the subject at hand and pay attention.  After all, they will want to respond with something intelligent so that you don’t think they are complete morons.

• Their body posture will give you some hints. If their arms, hands or legs are crossed, this could indicate a defensive posture.  You need to loosen them up and make them feel more comfortable.

• Another position to watch out for is when your prospect starts leaning back from you.  Then reach out and give them a reason to lean forward by having them look at something and lowering your voice and saying their name.  Should they still be leaning back, it could be that they like that posture and could still be attentive to what you are saying.  Don’t invade their space if that is the case.

• If their vocal energy drops on the phone, you are losing them.  Change it by asking them questions about them or their family.  You must give them value or interest will go bye-bye.

• If they push your brochures or products back towards you, then they are distancing themselves from your offer.  What do you do?  Do not pressure them or push it back.  Talk to them about what they are looking for.  Ask them  something like, do you see yourself being successful in this business?  If no, then focus on the product and ask them for referrals.  Thank them for their help.

It’s all about keeping them engaged with you, then you will never lose them.  i hope this training post is of some help, if so feel free to comment.