“Oh, were you interested in ( at this time we will say you were wearing a product’s shirt any product that is how the conversation starts from the previous piece)?”
“I am not sure. I have heard mixed reviews, and I’m a bit concerned with the cost!”
“Oh, you must know a few people who have done/used it (program or product) then?”
“Yes, they loved it and got great results, but I don’t know if I would!”
"They always say you get what you put in! So, besides cost what are your reservations?” ( Yes he has already given you one but you are not really bringing it to the forefront with what you said plus you are changing it to what he or she is really concerned about).
“You have seen it works.... but?"
"I am too (insert whatever insecurity or BS answer here)”. (Don't try to negate or work around this, empathizes with them, if your product has helped someone lose a ton of weight or gain confidence tell that story. Also don't I repeat don't claim it as your own.)
I am hoping you are starting to understand this process. Engagement has some key factors, lets go over them again:
- It's not about you!
- If you are not listening (actively listening) you are not engaging.
- Are you empathetic or sympathetic? You need to have empathy to be truly engaging.
- Its not about you (yes its that important I listed it twice).
If you are actively engaging your party, they will open up! Why? Because you are talking about the greatest subject - them. Anytime someone asks about you don't you open up like a book? Same principle.
In this step you need to analyze your own strengths and weaknesses. I would recommend writing them down, so you can come back to them 10, 20, 30,45 days from now. Also write what you want to improve and how you are going to get there. Improving yourself is just as important as helping another if not more so!
What practices do you use for great engagement? Let me know in the comments below.
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