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Small Biz Tip: How to Grab a Prospective Client’s Attention

Tips from June 17, 2009

The Small Business tips today will be how a sales team can grab a prospective client’s attention to lead to a successful sale.

  1. Set limits on how much you talk.  On average, 60 seconds is the maximum to talk about yourself or your business.  Engage the prospective client to signal the next time you can speak so you avoid rambling.
  2. Ask open-ended questions to enable dialoguing with your prospective client.  Prompt them with questions that cannot be answered with a yes or no question.  Begin with what, where, when, why, or how.
  3. Do not manipulate, lead, or control your prospective client.  Encourage the other party to reveal their opinions about your product or service. 
  4. Build rapport.  Being kind and courteous goes a long way and you will gain the trust of your potential client.  An individual who can trust a salesperson is more willing to do business with them.

Daily Overview: Gaining the attention of a prospective client is the first step in completing a successful sale. Set limits on talking to engage your client and build trust to seal the deal.  

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