Wanna Know if Your Audience is Engaged/Interested?

If you have been in sales for any amount of time, you have heard the term “Trial Close”. But what does it mean? Simply, it’s a line of questioning used to gauge and feel out your audiences’ level of engagement & interest.

But this topic doesn’t only apply to salespeople. It applies equally to almost all relationships and interactions – both in personal and in business life.

Anyone that interacts with any other person wants to know where they stand, right? Are we on the same page? Do we both feel good about the relationship? Are we in agreement on what’s next? Do we trust each other?

Why is Knowing so important?

It will help you prioritize your time with those who are more engaged and either, try reengaging the others or move on.
It will remove a false security and provide reality. That in turn will impact your behaviour going forward with that audience and others.

As discussed in the “Understanding Human Nature” module, in our world today, many people feel uncomfortable talking direct or straight with other people. They fear the response. They fear offending others. So, they shy away from asking the tough questions, or making the brave statements. Instead, they either say nothing, hoping the other person says something, or ask vague questions/make vague statements.

What Should You Do!

There are 2 options:

Ask specific, open questions, or make specific statements.
1. Create and Look for Queues

….and then sit back and see how they respond. Their response will tell you all you need to know regarding how engaged they are.

By asking gauging questions you are subtly forcing a response.

Examples: Specific Questions/Statement

There are endless examples of questions or statements you can use. Here are a few:

How do you see us working together best?
I think the right solution is xxxxx. How does that fit with what you expected?
Next time we meet, let’s review the quote together, agree on any adjustments and then get going
To date, how are you feeling about our discussions?
What are the next steps for us to work together?
After we review the plan together next week, my intention is to ask you for your business.

NOTE: Adjust the style of your question (either more or less assertive/direct) based on your assessment of their style and the quality of your relationship with them at that point. Better relationship, more direct.

Examples: Create & Look for Queues

You will know things are going well when your audience:

shares more and more personal information about themselves. They are willing to be vulnerable with you, so you can more easily take a risk too.
Enjoys your conversations, and they are not all business.
Responds positively to your emails (e.g. responds with “looking for to it” after receiving your meeting confirmation).
Attend, as planned, your next meeting.
Is warm, polite and thankful towards you.
Agrees to your agenda.
Accepts your Calendar Invite.

When Should I Check My Audiences Engagement Level? There is an opportunity during every interaction.

It’s Time To Worry When …

You are not receiving responses to your emails.
The other person often cancels or pushes out scheduled meetings.
The other person is a no-show at scheduled meetings.
The content & direction of the meeting keeps going in circles.
The other person won’t commit to a defined next step, with an agenda (e.g. Leave it with me. I’ll get back to you!)
The other person becomes stand off’ish, colder and more “all business” than before. The relationship feels like it’s changed.