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Talking to Prospects in Different Stages of Awareness
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We've got another fan question! Dan, a newer salesperson, would like to know how to talk to prospects in different stages of awareness.
He sells windows and window installation, and he's talking to prospects that range from doing tons of research and knowing —or thinking they know—everything about the process to people who have no idea where to even begin.
In every area of sales, you will deal with prospects in different stages of awareness. And each stage has different aspects that you have to account for when you're talking to them. If you can talk to them with compassion and acknowledgment of where they are and what they know, you'll build more trust and rapport with your prospects than the other guys will.
But it's not just about stages of awareness. Personality is a factor as well...
So check out this episode, and let us know what you think. Text us at the number above with thoughts, questions, or if you're interested in taking a DISC personality assessment.
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