Have you been struggling with inattentive prospects, too many meetings, and not crushing your quota? Here are 3 keys I’ve found that make hitting your quota automatic.
- Listen. Don’t just hear what the prospect is saying, but practice active listening, which requires focus and complete silence when your prospect is speaking. Don’t interrupt by saying, “uh-huh, got it, awesome, understood.” This shows you are just going through the motions and not being truly attentive.
But, you might ask, how will I prove that I’m actively listening? Let’s reflect on that in step 2.
2. Mirror. So you’ve listened attentively to your prospect without constant confirmations (Uh-huh, yeah, I hear you…) and now it’s time to prove you’ve been listening. How can you do that? By mirroring keywords back to them when you ask your next question.
For example: Prospect, “I’m looking for a solution that allows me to track, control and automate my team’s processes.”
So instead of paraphrasing what they said, “So you’re looking for a tool that helps to streamline your process, how would that help?”
Try mirroring the keywords they said and adding it to your response. “Correct me if I’m wrong, but you’re looking for a solution that will help you track, control and automate your team’s process, how would that help your day to day work?
What is your prospect’s perspective now? “Great, you showed that you understand my problem, and can offer a personalized solution, but what impact would that have on MY business?” This is exactly what you need to figure out if you want to help your prospect implement your solution… but how? Let’s look at the third key.
3. Impact. After you have practiced active listening and mirroring to prove that you not only heard your prospect’s problem, but that you understand the problem (this is the key), how can you get to the impact?
This can be as simple as asking, “What impact would this have on your team if you find a solution that allows you to track, control, and automate your processes? Would this help increase revenue, decrease your operational cost, or would it provide a better user experience?”
Get the answer to this and all you have to do is start drawing up the proposal.