The 4 Steps to Making Your Prospect Lean in and Listen

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Make Prospects Lean In When You're Talking

You know the moment.

You're mid-pitch, dropping what you think are knowledge bombs about your solution, when you spot it - the subtle phone check under the table, the blank stare, or the worst tell of all: "yeah, makes sense. No questions."

They're physically in the Zoom. But mentally, they're scrolling the gram or answering emails.

And who can blame them? Most sales calls are boring. The rep talks like every other rep from every other company selling every other product.

The best reps have figured out how to create the kind of magnetic presence that makes prospects lean forward, put down their phones, and listen to what they're saying.

Today, I'm breaking down how to become the kind of salesperson that's impossible to ignore.

1. The Groundwork for Demanding Attention

The battle for attention starts at the very beginning.

Most reps dive straight into feature vomit without setting the stage for attention. It's like planting seeds on concrete.

Here’s 3 things that work:

1. Directly ask for their attention: "This is really important, so I’d like to make sure I have your full focus for just 60 seconds. Sound good?"

2. Use visuals with your words (if you’re giving a presentation). When people both see and hear information, retention jumps 65%.

3. Build a connection first. Ask about them, their role, what part of their job they like the most, etc. People listen to those they like and trust.

2. The Words That Make People Listen

Not all words are created equal. Some command attention. Others do the opposite.

First, master the "I" statements that aren't actually about you:

❌ "I think you should consider our enterprise solution."
✅ "I've seen companies with similar challenges increase productivity by 30% after implementing this approach."

The first one’s your opinion. The other is their potential results.

Next, replace "but" with "and":

❌ "I understand you're concerned about price, but..."
✅ "I understand you're concerned about price, and that's exactly why..."

"But" erases everything that came before it. "And" builds on the connection.

The secret weapon to top it all off? 

Hypotheticals that force their brain to experience your solution: "Imagine your team spending 60% less time on data entry..."

3. Time for Pattern Interrupts

Even with perfect preparation, the best reps can lose a prospect’s attention.

The key is catching it early before they mentally check out completely.

Watch for these warning signs:

• Increased fidgeting

• Decreased eye contact

• Slower responses

• Checking their phone

• Generic acknowledgments ("sounds good")

When you spot these, change the dynamic:

"I notice I've been talking too much. What part of this actually matters to your situation?"

Or try the unexpected admission:

"You know what? I might be approaching this all wrong. Can I ask you something that'll help me understand what you actually care about?"

Pattern interrupts work because they force engagement. They're the conversational equivalent of a cold shower.

4. The Feedback Loop: Confirm You're Being Heard

Being heard is about more than just talking. It's about confirmation.

Most reps assume understanding without checking.

Stop asking: "Does that make sense?" (everyone says yes even when confused).
Instead try: "How would this fit into your current process?" "What questions does this raise for you?"

These force real engagement and show if your message landed.

Watch for signs of genuine understanding:

• Unprompted note-taking

• Building on your ideas

• Specific follow-up questions

• Connecting your points to their situation

When you sense confusion, don't just repeat yourself louder. Try: "Let me approach this differently..."

This shows you care about their understanding, not just your talking points.

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