A very important aspect of sales is prospecting. Prospecting is where clients are found and eventually deals made. While prospecting, it is best to think of yourself as trying to identify potential users of your product or service. Sales people should not try to force the sale, but instead should talk to the person and find out if they are the best fit for your product or service. When doing this listening is crucial. Giving the prospect room to talk and express themselves yields the best result. Doing this helps to show the prospect that they have the floor to talk and that makes them become more open to you. When making first impressions with prospects, it is best to set a goal to go for the appointment. If a sales person tries to make the sale after the first interaction, they will seem to eager and aggressive. If the sales person takes it slow and shoots to make a appointment out of the encounter, they are not forcing the sale. This tactic is especially true when referring to cold calls. Cold calls are a game of numbers. It is very difficult to make a sale over a cold call so it is best to try and to get a second meeting. It is a strategy of patience and it works out in the end when you take it slow.
BoweryJE22
The key is not to spill your candy in the lobby. In prospecting, I find it is easy to want to inform the interviewee of a solution or want to give them the inside scoop, yet I agree that patience shows you are inclined to listening and will help you find the ideal solution.
I think the “Not spill your candy in the lobby” analogy works well. I agree that a person can not get too excited too quick and tell everything right away, but maybe be a little reserved. Make the person talk about themselves and build rapport if you can.