Closing Skills: Are You Alienating and Disengaging Your Prospect?

Do you ever wish you could hear what your Prospects or customers are saying to their colleagues when you’ve left the meeting? Recently I sat in with one of my customers -they had a potential supplier visit and after they left the first things that were said was “That went on a bit didn’t it!”

The trigger moment for that statement was when they pulled out some slides- the first few were relevant to what was being discussed but quickly lost impact as the salesperson kept clicking through them. You could feel the energy drop, the motives and curiosity from my customers who they were so keen to impress disappeared.

Now the only action that is going to happen after that meeting is that of my customer creatively avoiding the salesperson during a painful follow up process!

I bet that salesperson left the meeting thinking “yeah that went well I think we’ll get them on board” and telling their boss the odds are good! I’ve done it myself in the past too!

When you prepare for your next call or meeting: how are you going to engage and enthuse rather than disengage and alienate! If you’re using slides make sure they are targeted and leave the “About us” content on your website! And if you don’t enjoy being talked at through a load of slides you can guarantee your Prospect won’t!