As a sales professional, talking to strangers is a very common part of the grind. We need to be able to break the ice very quickly. However, getting a conversation started can be difficult and intimidating at times.
Understand that people do enjoy talking about themselves. So ask questions, as long as it doesn’t sound like an interrogation. Be an active listener and be engaging, get involved and share a little about yourself too.
I personally use this technique often and it is most effective by asking questions – how, what, who, where, when and why.
- Where are you from?
- How old are your children?
- What was it like growing up there?
- What do you do?
- How do you like your job?
- Where is your office at?
- What do you do in your free time?
- Where do you it?
- How long have you been doing it?
- What are your thoughts on the current property market?
- How do you think it will impact related industry?
You can use this time to build a stronger rapport with your prospect by finding common grounds. Keep it positive and most likely they will be happy to chat.
This also helps in understanding the prospect better and what will motivate them to buy too. I hope you will give this technique a try.
“The great gift of conversation lies less in displaying it ourselves than in drawing it out of others. He who leaves your company pleased with himself and his own cleverness is perfectly well pleased with you.”
~Jean De La Bruyere~