Job Interview

How to arouse and maintain interest in a sales interview

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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

Job Interview
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Ask questions

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.

The proof

Whenever feasible, to get a prospective buyer to be interested in what you offer, let him try it, touch it, smell it.

Avoid exaggerations

Baltasar Graci├ín 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.

Avoid excuses

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.

Job Interview
Job Interview

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.”

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