Product Managers often bridge the gap between technical understanding of the product and the ability to present its benefits to non-technical individuals. Therefore the sales force calls upon their assistance to present the product during visits to prospects.

If you find yourself a member of a team that is calling on a prospect, you can provide valuable insight to the sales rep by helping read your audience’s reaction to the information presented.

Sales pros are good at this. When a sales rep and a manager and a sales engineer review their visit to a prospect, they pool their observations of the company and the people they met, to form a clearer picture of where they stand and how qualified the deal is.

You can help with this effort as well by carefully reading the people you meet with.

Read on below for a few tips on reading an audience.