Reading the Room when Selling: Engaged or Not?

Recognizing engagement levels allows sales professionals to adapt their approach in real time. When a customer is engaged, they may be more receptive to information, prompting the salesperson to provide more detailed explanations or answer questions. 

Conversely, if a customer is disengaged, the salesperson can adjust their strategy to re-engage the customer, perhaps by asking open-ended questions, offering interactive elements, or providing more compelling content.

For salespeople, this means consciously focusing on signs of engagement and signs of disengagement.

Let’s start with the positive – the interested, the engaged:

• People who are interested and engaged tend to maintain direct eye contact with the speaker.
• Individuals who lean forward or sit at the edge of their seats are often indicating interest and engagement. They are physically leaning toward the speaker.
• When attendees ask questions or seek clarification, it’s a clear sign of engagement and a desire to understand better.

And now the negative – the disengaged participant:

• Excessive fidgeting may indicate a lack of engagement.
• Repeatedly checking devices is a clear sign of disinterest.
• Little to no response, such as no nods, smiles, or verbal affirmations, suggests disinterest.

Identifying when a customer is engaged versus disengaged is essential for tailoring the sales approach, improving the customer experience, maximizing sales effectiveness, and building long-lasting relationships in virtual selling environments.

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