Sales Training Minute Solution: Interrupting Prospects
By Brooks Group on 07 May 2007 at 09:32 am
Let your prospect discuss their need for gain, profit, pain reduction, pleasure or solutions in full.
- Ask a question, write the answer – it takes time and is a reminder not to interrupt the prospect.
- When a prospect responds, force yourself to count to three before you respond – do it silently!
- Master the art of the “pregnant pause” – shake your head periodically, place your index finger to your chin, give other non-verbal responses like leaning forward, showing interest, appear relaxed, look surprised. Then, and only then, say something.
- Remember…never interrupt, but always allow prospects to interrupt you.
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Loading …Is it that simple? Yes, it is.
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Well said - simple and so true. Thanks for the advice.
This is good on one side, but what if the prospect places his index finger on his chin and leans forward and pauses…then what? Is that a signal for the sales person to start talking?
Otherwise when do you think the sales person should again start speaking, are there any cues to pickup from the prospect? eg if the prospect starts repeating what he/she just said about a couple minutes ago?
Cheers