How to Capture Your Prospect’s Attention
In this episode of Ask The Professor, Professor Ben is welcomes back Brendan Coughlin, President and Co-Founder of AllianZ Consulting Solutions to discuss strategies for cold calling and leading strong SDR Teams.
This session explores the importance of mindset, energy, and practical techniques that builds relationships with prospects, such as pattern interrupts and active listening. We also highlight that adapting to different DISC communications styles can improve call outcomes and build stronger connections.
Here’s what you’ll walk away with from this episode:
- ThePower of State and Energy: Your energy and posture directly influence how you sound and how prospects perceive you. Being “in state” boosts confidence, keeps you engaging, and helps your team maintain energy throughout prospecting and out reach.
- Pattern Interrupts Capture Attention: Using deliberate pauses, tone, pacing, and phrasing disrupts the prospect’s normal expectations and grabs their focus. Well-executed pattern interrupts make the prospect curious, inviting them to engage rather than hang up.
- Command Builds Credibility: Speaking with authority and confidents differentiates you from typical sales calls. Command in your voice shows professionalism, establishes respect, and subtly guides the prospect to pay attention and respond.
- Active Listening and Adaptation are Critical: Fully hearing the prospect, letting them finish, and adapting to what they say builds trust and positions you as solution-oriented. Anticipating objections while remaining responsive allows for smoother conversation and higher success rates.
- Tailoring Communication to DISC Styles: Understanding the prospect’s DISC Style helps you adapt to your tone, speed, and approach. Adapting increases engagement and moves prospects toward scheduling the next step.
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