Cue the sad squealing sound of a dying balloon…that was the prospect’s facial expression as it went from excited to deflated. Picture the chin quiver of a baby about to cry to tap into the feelings we rarely express in business.
She “was” excited to speak.
You could see her eyes light up when she said, “I’ve seen your services…”
But the consultant cut her off with:
“So let’s level set on our call today….”
Ouch!
Level set later.
Be human first.
”Oh, you’ve seen our services, tell me more…”
And don’t EVER interrupt your prospect.