A little over a decade ago, I was training a team at MTV and experienced somewhat of a “left hook”.
Some people had their nose in their phones and laptops and really DIDN’T seem to be overly engaged in my session.
While you could easily chalk this one up to being “par for the course” in working with millennials, this is actually the world we’re living in.
And its not just the distractions of technology, its everything else that’s on your prospect’s mind!
Add all that stuff together, and you have a prospect that’s probably going to experience several “outer body experiences” during your time together.
And that’s why you need to embrace;
The “2 Minute Rule”
The 2 minute rule is incredibly simple to learn and apply and goes something like this;
Every 2 minutes, do something to make your interaction MORE INTERACTIVE
Ask a question (and don’t forget to involve those who have been quiet the whole time). Remember, the better the question, the better the interaction.
Time Out: I bet there are some of you reading this that think that asking a generic “temperature check” question like “Does that make sense?” “Any questions?” counts as a good question.
While I agree that we should include those questions, you need to understand that you can answer them without really having paid attention.
Get them involved by handing out calculators and having everyone crunch the numbers with you.
Get them involved in the demo so they can see how easy your solution is.
Have everyone write down things that at the time, are incomplete, but WILL be complete once you finish that portion of your presentation.
Example: When I teach my 4 step sales messaging framework, I start by having everyone write down the letter R, then I explain what that stands for. By the second letter, everyone is starting to realize that I’m spelling something, but what?
Time Out! The brain loves a good mystery and at the same time, it seeks a resolution to that mystery. That in turn, can capture someone’s attention.
What will you do, every 2 minutes, to keep your prospect engaged?
Sales Managers: A great way to practice these skills with your team is to have your reps take turns leading the sales meeting. Their mission is to make it interactive by adhering to the “2 minute rule”.
I share more ideas like this during our our Closers Academy download
Have you signed up yet?
Here’s a quick overview of the program;
Session I (Prerecorded View Whenever You’d Like)
*The one question you MUST ask the minute you set the appointment.
*The Pre Appointment Packet you need to get into your prospect’s hands BEFORE your meeting.
*A template that will help you take immediate control of your next prospect meeting (without having you come across as pushy or manipulative).
*12 tactics that safeguard your deal from obstacles, stalls and objections.
*5 Types of questions (with examples) that jumpstart your prospect’s emotions while forging your credibility.
*How to disqualify competitors WITHOUT badmouthing them.
Session II (Prerecorded View Whenever You’d Like)
*The one question you MUST ask BEFORE presenting your solutions.
*3 things to include in your proposals that your competitors WON’T!
*How to keep the discussion from going prematurely to price.
*12 ways to REDUCE doubt, skepticism and objections while keeping your deal moving forward.
*How to keep the attention of ALL of the stakeholders, better yet, how to keep them actively involved in the meeting!
*How to ask for the business WITHOUT getting all “salesy”.
*How to negotiate like a pro!
*A communication plan that addresses THE most dangerous time with your prospects . . . The time between meetings!
Go at your own pace!
Here’s What You’ll Get . . .
(2) 90 minute prerecorded sessions with over 50 ideas to dramatically improve your ability to get MORE deals across the finish line.
(2) Sets of Worksheets
PDF With 100 Sales Questions
Templates
What’s The Investment?
$199
Please click HERE to get it instantly!
