Having More Meaningful Conversations with Prospects

We all want to have more in-depth, dynamic conversations with prospects, and I have an out-of-the-box suggestion for making that happen.

Especially because of the pandemic, many of us have fallen into the trap of scheduling video calls for all our meetings. This week, pick one conversation you’re planning to have with a prospect and do it by phone, audio only. Visual stimulation can be useful for building rapport, but it can also detract from deeper listening. To listen more intently and respond with more thoughtful questions, remove the visual distraction, and use audio only.

There’s an adage I come back to over and over in prospecting: “Slow is fast.” If we go slow—having more in-depth conversations and asking the right questions—we can then move much faster in the qualification process.

I highly recommend that you start using audio only. There’s really no need to get caught in the Zoom trap.

Onward.

Tom

Want more tips from Tom? Watch our Tom Tips Videos >>

---

Also in Tom's Blog