To wake up the interest of our interlocutor (buyer) is one of the first keys of a commercial interview, but also it is necessary to know to maintain it throughout the whole conversation.
There are some keys to it
To arouse interest nothing better than to ask questions, even answering the client’s questions with another question. If the customer wants to know what the price of your services responds by asking “what do you need?”
Focus on customer interests
Nobody seeks to hear that long speech about the wonders of your product/service. The client wants to know what he will gain if he acquires it. Tell her.
Whenever feasible, to get a prospective buyer to be interested in what you offer, let him try it, touch it, smell it.
Baltasar Gracián wrote in 1653 that “an exaggeration is a form of lying.” Exaggeration is always dangerous, but at the beginning of sales, the conversation can be fatal.
Flee from proposals to which the contact can respond “I am not interested.” If you say: “I want to show you our new management software,” you can receive an “I do not care.” If you say, “I want to show you how to manage your resources more efficiently,” it will be harder to get a negative response.
Boosts the fear of losing
At each sales interview, think about the losses and disadvantages of not purchasing your product/service. Make him feel dissatisfied with his current situation. The fear of losing sometimes moves more people than the possibility of winning.
Tells a story
It captures the interest of the client by developing your argument in the form of history, explaining a practical example of how your product has benefited a person. If you can also use the written testimony of the client corroborating the story, even better.
Get interested in others
Always remember Dale Carnegie’s rule: “Be sincerely interested in others.” Already in ancient Rome, the saying was popular: “We care for others when they care about us,” which comes to be like “We buy those who care about us.”