Sales reps, here’s why prospects aren’t paying attention
If you’re in sales, you know how difficult it is to get a qualified prospect on a call. Every minute counts. But there’s one thing that’s even more valuable than the time a prospect gives you: attention.
And it pains me to hear how most sales reps fail to earn their prospects’ attention.
Consider for a moment:
How much time, effort and money does it cost to get a qualified prospect to speak with you?
It’s not like you just pick up the phone and have a prospect on the line.
For outbound sales teams, prospecting takes a lot of time. If you buy the leads, it costs a lot of money.
For inbound sales teams, the marketing department is working hard to generate all those leads for you, and then it still takes a lot of effort to get them to actually speak with you.
Just because they’re on the phone with you doesn’t mean they’re paying attention.
As a sales rep, it’s not enough to give prospects information or tell them about the benefits of your product. It’s not even enough to ask them questions.
You need to really engage them in the conversation. That’s the only way to create meaningful results.
The bad news is: you probably suck at this! Most sales reps do a terrible job when it comes to captivating a prospect’s attention.
The good news is: you can become better at this today! It’s not rocket science. You don’t need a PhD in Psychology. You don’t need a sales coach. You don’t need to read a book on persuasive communication.