One of the most important things to do is to avoid Diving Too Deep too Quickly. You get “Interest” from a Prospect on something you offer, it is easy to Dive quickly into the nature of How you offer What they are looking for.
It can also be a big mistake. Instead of Diving, focus on the Questions that reveal Why the Customer is interested: Why – Why Now – and Who is interested will can give you some very good information on the Origination of the Interest.
This may see like an Oxymoron, but it will let feel like you have a real Prospect, not just someone who is Interested. In certain businesses, Interest means “Tire Kicking,” and this can cost you a huge amount of money and time.
Always Remember: Failure to uncover how this product fits a customer’s true business drivers will greatly reduce the odds of completing the transaction in a timely manner. A customer nearly always must connect your product to at least one big picture business driver or business need for you to complete the sale.
Thought of another way, this is your first chance in each situation to Collaborate on an initial level with the Prospect. If they Share information with you, they are much likely to be a Real Prospect.
Finally: Evaluate all you are doing today. If you cannot connect the Why at Your Product Level to the Why at the Business Level, you will likely have a very hard time getting where you want to go, and you will be forever Reacting to Interest!