Engage Prospect

by sai kumar
(india)

i would like to know how to actively engage your prospects when you are trying to sell a solution but not a product.

Comment
Hi,
you always engage a prospect the same way.

First, you build Rapport. So they allow you to enter into a dialogue. Not friendship but
sales rapport

Second, you have to focus on WIIFT (= Whats in it for THEM). This means you have to ask questions about their wants and needs and LISTEN to their answers./ Then you respond with benefits that directly help them with their wants and needs.

To make your interaction even more effective you need to be able to speak their language. That heightens the rapport and allows them to perceive your offer cleanly (without the need to translate what you are saying) You can find out about how to have responsive customers by reading my report of that name which is available on my persuasion psychology webpage.

Hope this helps, Greg

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Dec 03, 2010
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starstarstarstarstar 		S.P.I.N. SYSTEM
by: Anonymous

I THINK THE S.P.I.N. SYSTEM IS THE BEST TO FIGURE OUT THE NEEDS OF PROSPECTIVE BUYERS AND TO MAKE THE PERFECT PRESENTATION TO EXPLAIN THE BENEFITS.
JOSE BORDOY

Comment

Hi Jose,
Yes, SPIN is a good framework to base your questions on.

What I think is lacking in the SPIN toolbox is Rapport skills because without them people will not talk to you or answer your questions. SPIN assumes that if you are prepared and do not stay too long in the S = Situation phase that people will respect you as being professional and not wasting their time. Well, they will up to a point.

Also, SPIN assumes that all business decisions are rational. I'm not so sure that is 100% true either. That is why I say that some of your questions should be aimed at finding out about the person you are speaking to so you can frame your language to suit them.

Once again though, SPIN is an excellent place to start.

Greg

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