One of my first recommendations for dealing with prospects is doing your research. Going into a meeting and deciding to “wing it” can only get you so far, and frankly, it often leads to suboptimal results.
Think of yourself as an interviewer. How can you obtain the information and responses you need without putting too much pressure on your subject or making them uncomfortable? Take it from an expert like Terry Gross, who has interviewed thousands of people over the past forty years on her National Public Radio show called “Fresh Air.”
Gross’s advice is simple, time-tested, and foolproof. Moreover, several of her tips are extraordinarily applicable to sales situations:
1) The secret to being a good conversationalist? Be curious.
2) Be funny (if you can).
3) Preparation is key.
4) Take control by pivoting to something you want to talk about.
5) Pay attention to body language.
Of course, this list is just a summary of those tips. For more details and “how to” tips featured in Terry’s interviewing style, visit here.
