When approaching a prospect, it is important to gauge the vibe when coming in to meet with them in person. If the prospect reaches out to shake your hand, look them in the eye and shake their hand firmly, as a sign of respect. It is also important to mirror the prospect that you are trying to sell to. As a salesperson, you want to match their energy and vibe by talking at the same pace, or by having similar body language. If your client uses a lot of hand motions, use some hand motions to match their energy. If your client is a go-getter and wants to cut to the chase, try and get down to the end of the sales pitch while trying to maintain the sales process as much as possible. Mirroring a prospect can help ease their mind during the sales process and make them feel more at home while selling to them, as opposed to a stereotypical talky salesperson just talking their ear off for a while to try and rip them off on a sales deal. Approaching the prospect as a humble salesperson, as opposed to a know it all, is very important when trying to help the potential buyer to feel at ease during a sales conversation/sales pitch. So much of sales is helping the person you are selling to in order to help them feel at ease during such a process. Knowing how to properly approach a sales prospect is so key in order to be successful in sales as a whole. As someone who is going into sales as my future career, knowing how to properly approach potential clients, while in person, over the phone, or through something like teams or zoom, is very important in my future career and something I’m glad I learned in this class.
BoweryJE22
This is a really interesting post!! I agree that matching the energy of the prospect is so important. It reminds me of the Impractical Jokers clip we watched in class, where Murr was looking for a roommate and was so hype about it, and the guy he was interviewing came in and went right along with it. Kind of a dumb example, but definitely displays this characteristic that is so important in a salesperson.