He’s Just Not Into You! 3 Ways To Connect Quicker With Prospects

If you ever try to attract someone and feel you’re falling short of making your case, here are a few solutions. If you try to sell someone something, a typical reaction you may receive is that person becomes immediately not that into you. As the nation’s #1 sales expert Jeffrey Gitomer says, “People Don’t Like to Be Sold, But They Love To BUY!™”

In businesses where the seller and the buyer’s relationship matters, instead of focusing on the product, it is smarter to focus more on the relationship and making a connection. Here are 3 ways I’ve observed from some of the nation’s top salespeople that have been proven to take you from repelling prospects to attracting them to want to buy.

1. Research diligently before meeting a prospect. Research potential prospects even if you don’t know when you’ll meet them. The more you know, the better the conversation will go. Today, no matter who your prospect is, it is easy to research online. If the person has put information online it is there for you to find. It is not violating any personal space when you research about people online – it is smart.

2. Ask big questions. Building on #1, if you have researched, you will be prepared to ask good, insightful questions that will engage the prospect. The key with engagement is interaction and that happens most succinctly when THEY are talking, not you. Most (and I really mean most) people are focused on themselves and are more than ready to talk about themselves and their products. The reaction can be surprising when you ask big questions like, “I know your business has received a lot of awards – what was the most meaningful one to you?” Or, “What’s your biggest challenge?” Or, “What is the one thing you wished your current provider/firm/advisor would do?” The key is to ask a question that requires an answer, not a closed-ended one.

3. Listen curiously for more than 50% of every conversation. If the interaction is focused on asking big questions and listening, you will immediately stand out. If you can get the prospect talking you actually become unique –someone who is uniquely interested in them. The attention span is 17 seconds today. Listening to another person intently is rarely done and may show more about who you are than if you had talked about yourself or your company.

The good news is you can transform someone from not being interested to wanting what you have. I believe you can get others to pay attention to you through the way you pay attention to them.

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