Would it help if you knew what your clients are thinking?
Let’s look at a common scenario:
You ask a client a question about their timeframe to make a decision. They pause, look at you, then down at their notes. You get the sense they are in their head, imagining something.
Maybe they’re thinking about what they’ll have for dinner tonight, or what they’ll be doing over the weekend.
The problem is, you have no idea what they’re actually thinking. So you ask more questions, but the client seems less interested.
What do you do?
Many salespeople miss the subtle clues clients give in meetings. If you pay attention to the words a client uses and understand the signals in their face and eyes, you’ll gather far more information and, importantly, know how to respond.
This isn’t just in face-to-face meetings.
The same happens on phone calls.
Using targeted questions, you can guide clients and help move them through their decision-making process.
Would this be a skill you’d find helpful? Comment below if you notice clients zoning out in meetings and what you do to re-engage them.
