“The faster you can get them to engage, the more likely you are to take the next step in the sales process.” – Jeff Bajorek in today’s Tip 222
How can you show them you can be a valuable resource to them in that short amount of time?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek. This is a continuation of the 16 part series that Jeff kicked off back in tip #208 called “You Don’t Have a Closing Problem” Here he is with today’s installment:
Jeff Bajorek: Hey, it’s me. I’m back. Same shirt, different day. Wait, that’s your problem. You don’t have a closing problem. You have an engagement problem. You’ve managed to get someone on the phone. They picked up when you called. They looked up when you stopped by. Can you hold their attention for longer than eight seconds? Do they know right away that you can help them get to a better future state? Or are you too busy talking about your product, your service, your solutions, and all the fancy logos that you’ve helped in the past? When you make a presentation, do you start with the stereotypical slide of your corporate logo and your fancy building that helps hold your corporate headquarters? Give me a break, man. You know how many things I have to worry about running a business? You know how many things your prospect has to worry about running a business. They don’t care who you are or where you’re from. They do care. However, how you can help. The faster you can get them to engage, the more likely you are to take the next step in the sales process. The better you are at holding and captivating their attention, holding their attention and captivating them. The more likely you are to move them through your process, but it starts early. It starts right away, and if you don’t have some compelling message early on, you are going to be stuck in this step forever. You will be spinning your wheels. You won’t have to worry about closing sales because you won’t have a pipeline that’s full of anybody to sell anything to. The average attention span of your prospect is eight seconds. Can you show them you can be a valuable resource to them in that short amount of time or have they already moved on?
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/222 that’s also where you’ll find the video version of Jeff’s tip so you can check out his shirt and finally while you’re there consider leaving us a comment. We love those.
Thanks for listening and be sure come back tomorrow for another great sales tip!