Question of the Month: How do I improve chemistry with prospects?

by Shannon F. A client recently told us, “I set the appointment – but I feel like it didn’t go well because I failed to “click” with my prospect.” Like a failed high school lab experiment, good chemistry is no guarantee. Sometimes, the people you are selling to simply won’t like you, or you will feel like you aren’t seeing eye-to-eye with them. So how can you channel Walter White when making a presentation to prospects? Check out our tips for maximizing chemistry during your next appointment, even if you and your prospect just don’t mix. Tailor your sales presentation to them. Poor prospect chemistry sometimes happens when the person you are presenting to is bored or feels like you aren’t sharing relevant information. After your initial conversation, you should  have some idea of their needs and concerns – covering these should be the bulk of your presentation. A little research on your part can also help you to predict some possible needs, based on what’s happening in the prospect’s industry. Keep it short and sweet. If you have to delete slides from your Powerpoint or skip over some of your favorite facts and statistics in order to quickly address your prospect’s REAL concerns, so be it. Don’t talk too much. A good listener speaks volumes. It makes your prospect feel good when you hang on his or her every word, so don’t rush to get your point across. Try asking a question, sitting back, and letting your prospect do […]