Blog Contribution by Paul Cavanaugh, Sr. Director Enterprise Accounts - LeadBridge
In sales, and in particular, phone prospecting introductions, 20 seconds may be all the time you have to advance a sales process or stop it, indefinitely. There is an art to being able to interpret, adapt and respond to what a sales prospect says, almost in the moment. It is referred to, in part, as Situational Fluency. It includes intuiting the tone of the prospect, concisely articulating your intentions to the prospect, and controlling the next step in the sales process. Experienced sales reps blend their own inquisitive tone, with exceptional questioning, an exemplary grasp of use cases, and a comfort in transitioning.
If situational fluency were a recipe, it might contain a genuine desire to help your prospect, with a compelling reason for your prospect to engage, and a call-to-action for your prospect that once mixed, makes for a great dish!
So before your next prospecting call or lead generation project, work towards strengthening your situational fluency… Start your next sales call by identifying cues from your prospect, overcoming objections confidently and either getting a commitment or establishing a definitive next step.
- Paul Cavanaugh
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