Do you have a sales meeting coming up with a new prospect and you need it to go really well?
We get asked all the time about how best to approach a first sales meeting, especially when it’s with a client that you’ve been hoping to work with for a long time. The pressure is on….
You’ve likely made countless attempts to call your prospect, hoping to book a meeting to discuss how you can help them. Finally, they agree to meet with you and better still, they sound keen to hear about your business, products and services. You’re excited but apprehensive, because it all hangs on that first meeting and you’ve got to make the most of the gold-dust opportunity.
Here’s a few suggestions to help you maximise your sales meetings.
- Consider how much you already know about your prospect, and use what you know to help you plan a successful meeting.
• How did you manage to get as far as the appointment? Maybe your prospect has already shown signs of being ready to buy?
• Are they already buying the product or service you’re selling from one of your competitors? (Conquest sale)
• Are they looking to make a first purchase of this type of product or service?
• Or are they not yet even aware they need it at all? (Concept sale)
• Will this purchase solve a problem for the prospect, and if so, do you fully understand the problem that they need solving?
• How exactly do you plan to help and provide a solution?
• Are you aware of any reason why they may object to the sale?
2. Confirm exactly who will be at the meeting.
What’s their role and how much influence do they have over the decision? Consider how you can add value to each stakeholder in the sales and procurement process.
3. Prepare a list of things which you need to find out, and ask open and genuine questions. We always say that the best sales trainer you’ll ever meet is actually your customer.
4. Be great at housekeeping – select a suitable venue, send a calendar invite, consider refreshments, think about parking and travel arrangements, and most importantly, be punctual.
5. Be prepared to present yourself, your product/service and your business.
Remember to always tailor your presentation to suit your audience. If you already anticipate some specific questions, make sure your presentation answers the in detail.
Do you need visuals? PowerPoint? Brochure? Samples?
What can you share that will demonstrate your knowledge, credentials, experience and previous success at helping similar customers? If you have any Case Studies from previous customers, this will really help to showcase the value you can add.
6. Make sure you’ve thought through the possible scenarios.
How will you react if ‘_________’ happens? Plan for each likely scenario, so that you feel super-prepared and aren’t caught off-guard. This will help you to keep control of the meeting.
Do you have answers to all of the possible questions?
7. Take the right tools with you;
- An agenda and a plan of how to intend to conduct the meeting successfully
- A note pad and pen
- Business cards, brochures or leaflets
- Sample products
- Testimonials and credentials
- A price list (consider different price points – ideal, minimum and walk away point)
- A calculator
Remember that people buy with their emotions, and not their logic. Building early rapport and establishing a trusted relationship is critical for your success.
Relax and enjoy it – we wish you the very best of luck.
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