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Prospects aren't paying attention/talking amongst themselves

I've had a few situations where prospects are looking at their phone or clearly talking to each other on mute when I'm answering their question and I know they're not listening to me.



What according to you is the best way to bring them back into the damn conversation? I do one thing that mostly works: Use their name to get their attention and ask a question.


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2
Moneymachine
Politicker
+2
Account Executive
Call them out.

Ask them if there is something more important they have to discuss and if yes youโ€™re happy to reschedule.

They either will reschedule or pay attention from now on.
NorthernSalesGuru
Politicker
+5
Account Executive
100% agree here.ย 

there has to be some form of mutual respect for one another and your timeย 
softwarebro
Politicker
+4
Director of Sales
My presales team and I will call each other out, instead of calling out the prospect. This is "rehearsed" and we know it might happen. Works well and you don't run the risk of upsetting your prospect. Honestly, if a salesperson from another company called out one of my people for being on their phone it would rub me the wrong way.ย 
SalesSpectre
Opinionated
+5
AE
interesting take here I like this.ย 
Archivist
Good Citizen
Sales Manager
Itโ€™s fine just end the demo early.ย 


Call it out and you might save yourself headache down the road or you may find that there was a more pressing issue since folks are human after all.


Obviously put this in your own words.

โ€œ hey folks clearly there isnโ€™t a strong need to fix (xyz). So Iโ€™ll go ahead and stop here. Are there any questions before we wrap up?โ€
LordBusiness
Politicker
+7
Chief Revenue Officer
First Iโ€™ll hit them with a โ€œwhatโ€™s in it for youโ€, plus a value prop, with a few seconds of awkward silence. If still not involved Iโ€™ll jump back into 2-3 question, all with pauses to โ€œcall outโ€ the lack of attention being paid. If it continues, Iโ€™ll have candid conversation.ย 
CuriousFox
WR Officer
+11
Needer of Life Alert
Call them by name, ask if they have a question you need to address OR if there is someone they would like to include in the meeting. That should snap em back in.
CadenceCombat
Tycoon
+13
Account Executive
Lots of great suggestions here. I think this is where looking at something like talk ratio could be really helpful.

Especially for discovery calls, you should be aiming for 50/50 - 60/40 and that should serve you as a great proxy for engagement.
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