If you sense the audience is disengaged, don't just push through your script. The best move is to pivot by stopping and asking direct questions. This turns a monologue into a dialogue, shows you value their input, and allows you to recalibrate your message on the fly to address what truly matters to them.
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Salespeople often rush to present a solution after hearing a surface-level problem, which leads to ghosting. Asking simple, open-ended follow-ups like "Interesting, tell me more" or "Is there anything else?" forces the prospect to reveal the true impact and urgency of their issue, building a stronger case for your solution.
Most salespeople fear silence and rush to fill it, appearing insecure. By intentionally embracing silence, you reframe it as a tool. It signals confidence, gives the buyer critical time to process information, and, like a pause in a performance, can make them lean in and pay closer attention.
Instead of rushing to fill a quiet moment with a pitch, deploy the phrase "I'm so curious about..." to prompt the buyer. This simple, disarming line invites them to elaborate on a point, turning a potentially awkward pause into an opportunity for a more natural, flowing conversation and deeper discovery.
Top salespeople aren't afraid to pause a prospect to ask for clarification. While many fear this appears rude or unintelligent, it actually demonstrates deep engagement and the confidence to control the conversation. This micro-skill prevents fatal misunderstandings and ensures alignment before moving forward.
The reluctance to pivot to a conversational pitch stems from a deep-seated fear of losing control by inviting unpredictable questions. This is a fallacy; in reality, the person asking questions and guiding the conversation holds the true power and control in the room.
When people don't understand your point, it's often a sign that you are not meeting them where they are. Instead of pushing forward impatiently, you must go back to their starting point, re-establish shared assumptions, or reframe the message from their perspective.
To gain buy-in, guide people to your desired outcome through a curated series of questions. This allows them to feel like they are discovering the solution themselves, creating a powerful sense of ownership. They are more likely to commit to a conclusion they feel they helped create.
If you get flustered or forget your point while speaking, deploy a pre-planned 'back pocket question' to the audience. This tactic shifts the focus away from you, buys you time to regroup, and makes you appear engaging rather than disorganized. For example: 'How can we apply this to what's coming up next?'
To win over a disengaged or skeptical group in the first 10 minutes, a trainer should cede control. By asking "Why are you here?" and "What would be a success for you?", the trainer shifts ownership to the audience, making the session about their needs, not a pre-set curriculum.
A simple act of pausing to ask for clarification when you don't understand something demonstrates genuine engagement and active listening. This small gesture can be more persuasive to a prospect than a flawless pitch, as it shows you are prioritizing understanding over just speaking.
