What technique should be used to enhance client engagement during a sales call?

To enhance client engagement during a sales call, asking open-ended questions is the most effective technique. Open-ended questions encourage dialogue and allow clients to express their needs, preferences, and concerns in detail. This interactive approach fosters a deeper understanding of the client's perspective, which is essential for building rapport and trust. By inviting the client to share more information, the salesperson can tailor their pitch to better meet the client's specific requirements, ultimately leading to a more productive conversation.

Engaging clients in this way also helps to create a collaborative atmosphere during the call, making them feel valued and heard, which can significantly improve their interest in the product or service being offered. In contrast, focusing solely on product details, listening without offering any feedback, or making promises of immediate results do not promote active engagement and can hinder the development of a meaningful dialogue.