Stop, Look, And Listen To Your Prospect

What's the point of firing off your best sales pitch if the prospect is too busy or preoccupied to listen?  Quickly asses the situation.  You may find it best to make another appointment under more favorable circumstances.  Perhaps you can get away with a short more directly to the point presentation.  Also, before you launch into it make sure all the people are there that are involved in the decision and you're talking  to the right person or people.  It also helps greatly if you do some fact finding before launching into you presentation.  Are you covering their wants, needs, or interests? Or are you just launching into a one size fits all pitch and hoping to hit your mark?  Think about it, they must have some or you wouldn't be there in front of them or on that conference call.  Perhaps your prospect is unhappy with current sources of supply, price, quality, delivery, or any number of things.  Perhaps the person is suffering from competitive pressures and wants to find out what others are doing in the field.  Maybe he or she is looking for something new and different.  The only way you will find out what your prospect needs and wants is by asking questions and listening very carefully so you can direct your sales presentation accordingly.  Don't waste everyone's time launching into a presentation that isn't aimed their wants, needs and desires.  If you are there in person you can learn a lot about a prospect just by looking at them from there personal appearance, office, how they dress. Just don't make the mistake of judging the size of someones wallet by any of these characteristics (that is another tale). But here we're just talking about the presentation.  You should be able to tell if they will go for the quick and dirty presentation or want to take the time to listen in detail. From previous fact finding you should already know whether they are looking for better quality or price in your products or services.  There is no point in talking low costs if you prospect isn't concerned with price. Explaining bells and whistles is a waste when you are talking to someone who is more interested in fast delivery times.  All this adds up to stop, look, and listen.  When you are face to face with your prospect keep you eyes open and you mind sharp so you can access their wants and needs.  Then you can present what your product or service can do for them in a way that fits what they are looking for perfectly.