Mind reading is actually easy. All you really have to learn is how to be perceptive, listen and trust your personal intuition.
It’s even easier in a selling situation, because prospects will give you easy to spot clues.
Listening and observing are the keys. You must understand the challenge your prospect wants to solve.
What you think they need is irrelevant to the conversation. When potential buyer’s get what they want, you’ll create a sale.
Here’s how can you become a mind reader at your next sales call.
Begin the meeting by asking the question, “Based on what we talked about previously, what made you think it would be a good idea to meet?”
Then listen. I mean actively, take notes and hear what the other person is saying kind of listen.
Based on what the client told you they wanted, is this a project that fits your working style?
Was your recap of the challenge the prospect faces well received?
Did the prospect like your ideas?
Do you think this is a person or company you would like to work with? Can you do your best job for them?
In your close, make the case based on your observations and gut feel. When you feel great about client interactions, so will your clients.
When your clients feel good about you, backend sales, referrals and a strong client base is the result. That means more sales at a lower cost all because you learned to read your prospects mind.
