I recently interviewed a potential vendor for our business at a local restaurant. The sales rep was very polite and focused when discussing her product and the application for our company.However when it was appropriate for me to respond, she seemed to lose interest, her eyes fluttered about the restaurant like a camera searching for a subject. She was indeed distracted by anything around us.
Her body language and eye contact were simply disengaged. As a result, she fumbled some basic objections I lodged, and completely missed an opportunity to impress.
When she did reengage she relied on reciting a litany of features and advantages rather than connecting with the specific needs I was trying to articulate. The upshot of the meeting was she lost the deal!
We interviewed another vendor who was super focused on us and our specific needs. There was connection on a business as well as a personal level. Eye contact, body language, enthusiasm and interest were all in sync.
We felt this was the right person to build a relationship with and a deal was consummated.
The lesson to be learn is you have one chance to impress, discipline yourself to give a prospect your entire focus.
People still buy from people they like and trust!
Are your sales professionals exhibiting best practice communication methods?
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