Don’t…
Instead, create the space to let your prospect talk.
Try this:
- R&R – Recognize & resist the urge to speak. You know that anecdote you’re dying to share. Don’t. Let your prospect talk and build on what they say…e.g., tell me more…
- Pause – build in pauses to your communication. This creates a safe place for your prospect to interject, ask a question, or just reflect.
- Questions – Good questions engage your prospects. Learn to ask them and then listen. Here are a few: I’m hearing this [insert industry concern], is this your experience or not so much? How is this sitting with you, or is this not what you had in mind? What haven’t we covered that you wanted to talk about? Anything else?
Prospects appreciate the space to speak. They appreciate it when you listen. They’ll feel safe.
While it does feel good to speak…
It feels even better to be heard.
Give that gift to your prospects.