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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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CHAPTER 5

Managing Interaction and Engagement with Prospective Customers

A salesman is not the one who talks more, a salesman is the one who listens to customers’ needs.

—Victor Kanán, Bosques Residential Property Development, Pachuca, Mexico

The preceding chapter provided an overview of the sales process; this one delves deeper into the form and substance of meaningful engagement with your prospective consumer. While engagement takes various forms, face-to-face interaction is widely considered the best because it offers more opportunities to receive both verbal and nonverbal feedback. It also increases the chances of the entrepreneur meeting with other key members of the organization while on site.

The next best mode of communication is by phone ...

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