When you spend your time in Sales person mode, time is even more valuable. You may have a set amount of time that the potential client is willing to spend with you. Or you have X number of appointments to make before the day is over. And if your business is predominantly face-to-face, you really have a limited set of hours.
So how can you move your prospects more quickly?
How about some movement.
When the environment around you becomes more active, your focus actually sharpens . . . if you are interested in the other side of the table. In other words, when you want to pay attention to someone, go to a busy restaurant with lots of movement. Because of the increased action around you, your field of vision will narrow which increases rapport with the person sitting across form you.
Your brain literally tosses out the extraneous stuff and increases focus on what is directly ahead. It’s like the difference between the way you drive on a sunny day and the way you drive in a snow storm. The snow storm provides the extraneous stimulation to focus your attention on every driving lesson you ever had (never mind the folks who must not have had any driving lessons…). Essentially your IQ pops up a few marks and you have access to parts of your brain that otherwise receive very little activity.
In a sales situation, use this to your advantage by placing the person being sold with his back to the restaurant looking at you with the wall behind you so long as that wall is not mirrored. This works best in a busy restaurant.
The motion around you will increase his awareness and focus and guess what, you’re the only thing on which to focus. Bonus!
If a busy restaurant is not practical, how about going for a walk with your client. Okay, this sounds completely fishy, but same principle applies. By getting your client moving, you cause him to detach from the details of his office: emails to return, phone calls to make, paperwork to shuffle, etc. Getting him (or her) to walk at a comfortable pace allows him enough mental energy to expend on you while releiveing him from those daily stressors which ultimately puts him in a better frame of mind for considering your proposal.
This isn’t jogging, this is light, but brisk walking. If your activity level increases too much he will go into exercise mode which puts you out of mind. So keep it brisk, but not heavy duty.
This alone will not bring you the sale, but it will help your client forget to resist you.
Image courtesy of Kevin Dooley