Listening and understanding your prospects

I wanted to touch base somewhat regarding sales and marketing seeing it’s been sometime since our last article on this specific topic. I’m a young guy relatively and as I grow within my field I find and learn new things that help me become a better salesman. It’s difficult to remember it all in the heat of the moment and to implement all my ideas and strategies takes time and practice. I find one of the most important factors is listening to your prospect.

When listening to your prospect you can possibly answer many unknown questions you have as a salesperson. We always have questions within our minds regarding the sales process that we need answered and is normally based of assumption and hope. I would like to name a few and suggestions on how listening to your prospects can help you determine what your next move will be.

Are we going to be considered as a final candidate?

When a company has a need they look at many vendors or companies that can provide a solution. Understanding and determining if your company will make the final cut is of most importance. When you know you’re not making the cut you can offer special discounts or promotions to get back into the game. At this point you might want to ask some of the following questions to your prospect.

  • Can we come on site to discus our options in more detail.
  • We would like to set up a meeting in order to discuss our next step.
  • We would like to visit your operations to better understand your companies needs.

The reason I’m asking these questions is to qualify us as a possible solution for the prospect needs. If the prospect replies with a no, later  or you get a “a perhaps we”ll see what the next stages bring”, there’s a good chance you’re not going to be included in the final vendor selection. Trust me if you were one of the companies they were going to pick they would had agreed upon your visit and would had set an on site visit date.

Examine the answers

Take a moment and examine the answers your prospect gives you. Deep inside the answer are small messages ringing clearly with evidence helping you know if you’re considered a final vendor or not.

Record your calls

Get a tape recorder and start recording all your calls. Not only will you learn new ways to approach your prospects you can then in more detail examine the flow of your conversation, determine if it’s positive or negatively influenced.

Do you have other suggestions on how to listen and understand your prospects?

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2 CommentsLeave a Comment

  1. Extreme John says:

    Hey Brian I really want to say that the blog looks killer bro, big difference from when I was here last time.

    Somehow your site fell out of my reader, but it’s back again. Good stuff.
    .-= Extreme John´s last blog ..Community Coffee Pecan Praline Review =-.


  1. Vote on this article at says:

    Listening and understanding your prospects…

    I wanted to touch base somewhat regaridng sales and marketing seeing it’s been sometime since our last article on this specific topic…

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