I’m sure you prepare for your sales calls and meetings. You probably research the account, understand what their needs might be, know the background of your point of contact, etc. However, there is one technique that I’ve learned to use that helps me connect with my audience better than any other.
Before the meeting, spend three to five minutes in your car imagining what your point of contact is doing at that moment. Are they running from meeting to meeting? Are they dealing with issues on the plant floor? Are they catching up on their email? Now, envision them engaged in those activities and they receive a call that you’ve arrived. How do they react? Are they relieved to escape their current chores, or annoyed that they’re being pulled away and distracted?
Regardless of how good you are, the current mood of your point of contact will be a major factor in the outcome of your sales call. Understanding this ahead of time will work wonders for your results. You won’t always be correct in your assumptions of what they’re doing. In fact, you’ll be wrong most of the time. However, you’ll be putting yourself in their shoes every single time … and that’s the best way to start any meeting.
Do you use a technique like this? Many successful people visualize their performance, but have you envisioned your customer’s state of mind?
