Engagement

I quote Chief Executive Salesman Jeffrey Gitomer from his Little Green Book of Getting Your Way."Engagement takes place when the right questions are asked - questions about the other person that make them stop and think, consider new information, and respond in terms of you.

Engagement is so powerful that you cannot carry on conversations with out it, you cannot make sales without it, you can not climb the corporate ladder without it, and you ability to communicate even the most simple of challenges or ideas will be lost.

Like persuasion and presentation, engagement is an opportunity, an opportunity that will never be harnessed if your prime objective is to engage people about you before you try to engage people about them "

Get your prospects engaged. You are engaged from the moment YOU meet your prospects. Why? Because you want the sale. You want the money, it's why you go to work.

Many many sales are lost due to the prospects not being engaged at all. Low performers never notice this, they just believe that the prospects want to think about it. "They wouldn't make a decision"
The fact is, they were not engaged.

Check these signs of engagement when you are next on a presentation.
A prospect is engaged if:

They ask questions
If you do not get any questions from your prospects, you have no sale........FACT!!!! Do not kid yourself, this is not going to be a deal.

They share Information
Please remember, they will only share information if they trust you, hence the importance of your listening skills.

They give you undivided attention
Do they keep checking their watch? Are they reading emails, checking their blackberry? This means they are not engaged.

They are straight forward
Don't confuse this with a prospect simply saying up front, "I am going to be straight with you and not make a decision today."
Being straight forward happens throughout your presentation. It's a good sign if they say they object to certain parts of your presentation. They are being straight with you. They are being engaged.

The above are good points to check throughout your presentation. You cannot see the picture when you are in the frame, so it is good to take a mental note during your presentation and check to see your prospect in engaged in what you are doing.

The good news is that you can always get them engaged. The mistake is to miss it, and just carry on, and give them a price. Not engaged = NO SALE.......FACT!!!