Buyers in today’s society are busier than ever before. For a sales rep to connect with a prospect, they must supersede all the other tasks and priorities and convince the buyer to put everything else down and listen to them. There is a critical difference between coming across as amateurish versus being sincerely curious. When reps take the role of a curious student rather than an informed expert, buyers are much more inclined to engage. Here are three ways to grab your prospect’s attention in an incredibly brief timespan:
- Efficient use of time
Generally, the first call with a prospect isn’t a long one. Instead of trying to cram in all the details before the buyer hangs up, tailor your message for the allocated time with a topic that can be easily explained in 30 seconds.
If a buyer senses a sales pitch coming, they’ll tune out right away. Begin the conversation with something about the prospect. Hold onto their attention by ensuring that the customised observation about the prospect can be solved with your offering.
- Sincere interest
Be curious. Ask questions that relate directly to the prospect and find out more on how to aid their problem with your offering.
The most valuable commodity in sales is attention. These tips will help your organisation earn the right prospect’s attention and keep it in a very short period of time.