BRX Pro Tip: Are You Telling the Right Story?
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Today’s question, Lee, are you telling the right story?
Lee Kantor: [00:00:10] Yeah. When you’re talking to your prospect in a sales situation, there are some clues that – when you’re telling your story or you’re telling your pitch to your prospect, there are some clues that they might be giving you that you might have lost them or that you’re on the right track. The first clue is, are they nodding their head when you talk? If they’re nodding their head, they’re kind of agreeing with you. If they’re smiling, they’re kind of agreeing with you. They’re recognizing the truth in what you’re saying. They can kind of imagine themselves as part of using your services.
Lee Kantor: [00:00:43] If their arms are crossed, if they’re looking at their watch, or if they’re on their phone, you might have lost your prospect. They might not be interested. They may not be believing what you’re saying. So, you better make some changes when it comes to things like that.
Lee Kantor: [00:00:59] When you ask prospect about your solution and they talk about it as if they already own it, then obviously you’re on in a good place, and they’re already imagining themselves already buying what you’re having to sell. So that’s always good and it’s always good if you can lead them down the path where, as part of the conversation, they are taking ownership of whatever it is your service is providing.
Lee Kantor: [00:01:25] But again, if their arms are crossed, if they’re distracted, if they’re looking to leave, those are bad signs and you better change something, or else your prospect is not going to buy what you’re selling.
