strengthen your relationship and create some early interest
going into your presentation? You can achieve this in two
ways.
1.
Really listen. This means you don't make assump-
tions or finish your prospect's sentences for them.
Listen with an open mind and a ready pen. You'll
have plenty of time to speak when you deliver your
insights.
2.
Show empathy. You're talking to a real person about
real problems. Taking a moment to express appropri-
ate emotion can go a long way toward establishing
rapport.
For example, "Wow, that sounds really frustrating!"
will make your prospect feel validated and may
get them to open up more.
Be a smart seller, and realize the best source of information
about a company comes from talking with key people in the
company. To find that information, make a discovery call
and know what you want to discover about that company.
Formulate your questions ahead of time. Your questions and
their answers will help you better understand the company's
situation and what they need . . . and what you can supply.
WWJ
Twitter @WaterWellJournl
Julie Hansen is a professional sales trainer, speaker, and author. She
authored the book ACT Like a Sales Pro in 2011 and has been featured in
Selling Power, Entrepreneur, and Sales and Service Excellence magazines.
She can be reached at julie@actingforsales.com and www.actingfor
sales.com.
WWJ June 2015 35
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