When it comes to sales, your prospect is the key-and listening to what they have to tell you can significantly improve your ability to make sales or prevent you from wasting time with a prospect who won't ultimately make a purchase. Check out these tips to help improve your understanding of what your prospects really want from you as a salesperson..
Tip #1: Watch the Eyes
Your prospect's eyes will give you a solid idea of what they're thinking about throughout the entire sales process. Where are your prospects looking? If they're looking at you, they are likely engaged in what you have to say. On the other hand, if they are looking at the product or the paperwork, they may have other concerns. Learn to gauge what your prospect is paying attention to and shift your sales presentation accordingly.
Tip #2: Look at the Feet
While the eyes will tell you what your prospect is really paying attention to, a look at the feet will tell you how they're responding to you. Are the feet pointing toward you? If so, they're likely open to what you have to say and listening to the conversation. On the other hand, if your prospect's feet are pointing the opposite direction, you may find that they aren't engaged with your presentation at all--and it may be time to move on.