Involve Both

It is very common to find during your presentation, that when one person is doing most of the talking, the quiet one will be a major factor in the decision at the end.

You always want your presentation to flow smoothly; this is a heads up to make sure you don't forget to involve both your clients.

Notice the next time you are in a discussion, say a salesperson is dealing with you and your partner at a store, and they forget to involve you, or you are out at a restaurant in a group and you are not being brought into the conversation. This leaves your mind to wander and drift in to self-talk. Just think what a client could be saying to themselves if they are sitting there in the presentation not being asked anything.

"So my opinion does not count?"

"I am bored as soon as the 90 minutes is up we are back to the pool"

"I don't like this salesperson, they have no interest in me. I am just going to smile and tell them they are doing a great job"

NO SALE

You do get the clients where the man just talks, talks and talks leaving his wife just to sit their and nod her head. Just think how much your chances of a sale can improve when you ask for her opinion.

If the man is telling you they like to go skiing every year, of course ask him why?
Listen to the reply and turn the answer to his wife,

"What do you like about skiing Mary?"

You may then find out that Mary does not like to ski or that she loves it. What you are doing though now, is involving both of your clients; you must do this on every tour.
It can be very easy to think things are going well as you are building such a great relationship with John or Mary.
The highly skilled professional will always involve both clients. The Sales Professional will study in their mind the reactions they get when asking questions and dig deep to find that hot spot or buying motive.

Make a mental note to involve both of your clients in your presentation, it will double your chances of a sale......FACT!!!!