Simple step to ensure your prospect feels heard:
- Insert a recap into your sales convos
Ever chat with a boss, a friend, or peer—and they suddenly go, “Got it,” and then zone out while you’re still talking?
Happens all the time.
Happens in sales conversations too.
Imagine a seller who thinks they’ve totally understood the prospect’s needs and starts daydreaming about how their solution can help – and dollar $$$$.
What’s the prospect feeling?
- miffed
- misunderstood
- like they don’t matter
This will likely not end well for anyone.
Simple step: recap.
Sounds something like this:
“Can I give this back to you, to ensure I’m tracking with you, and you can tell me what I missed?”