Taking your buyers pulse is about ensuring that the information you are sharing is being heard and taken in the way you meant it to be. Throughout your sales call large amounts of information will be exchanged. Your prospect may be on overload and as a result, they may miss some important information. It’s also possible that the message you are trying to convey is misinterpreted by them.
With all this information your buyer is forming an opinion, belief or thought all of which affects a decision they are going to make. Obviously, if they form an opinion which is contrary to the message you are delivering, you will lose the sale.
Ask yourself these questions:
- What if they are misinterpreting what you are saying?
- What’s is the buyer actually hearing from you?
- How do you know if the buyer is getting the message you are trying to convey?
- Do you ever wonder if the buyer is actually listening and taking in what you are talking about?
How about the buyer that always agrees with you, or the one who is nodding in agreement as you speak? Now that you understand the issues, let talk about how to take your client’s pulse so that they get the information and message you want them to get.
Taking Your Clients Pulse is About How You Engage
How you engage with your buyer is crucial, so keep in mind that a sales conversation is interactive and not a one-sided. It’s not about you talking and the buyer listening. Remember the saying:
“You sale by asking questions and not by making statements”?
Knowing what questions and when to ask them will give you the ability to take the pulse of your buyer. Meaning that you will be able to gauge what information they’ve taken in and what it means to them.
You will be able you to clarify, correct and even tweak your presentation, thus ensuring that you don’t lose the sale.
Big Tip: When you ask questions remember to listen and I mean listen like a sales champion. Read my article 12 Steps to make you listen like a sales champion.
Also, remember that your pacing is about your buyer’s needs and requirements! Now let’s talk about how to pace.
How Do You Pace A Buyer?
To pace someone, it’s important to listen to what they have to say and get clarity. In addition observe their body language, fascial expressions, and voice tonality. I would suggest that when you are presenting something do it in small chunks, and then ask questions something like the following:
- “Does it make sense what we are talking about?” If yes, then “do you mind if I ask how you see this working for you?”
- How does it fit your situation?
- What questions do you have?
- How do you feel about what I just spoke about?
Let’s suppose that your buyer can’t answer one of these questions, what does it mean?
Do they just not care and it doesn’t matter what you talk about because and it’s a waste of time? Let’s face it, if something is important to someone and they see the value, they will listen, show interest and even ask you questions for clarifications. or, Maybe as I said earlier that with information overload they may have missed something or maybe a little confused.
Now is the time to go over what they may have missed, give them clarification and then move on (this is what pacing your client is all about and what this entire article is based).
Keep taking your buyer’s pulse throughout your entire presentation!