Post excerpt: Getting prepared for your first prospect meeting? It’s not as simple as you think. Here are a few tips to put you on the track to success.
When you decided to become a sales and/or marketing professional, did you think about the different types of clients you would encounter? Probably not. Being an effective salesperson has a number of challenges to overcome, especially when you’re selling something that can only be demonstrated through a face-to-face meeting.
So, how do you make the most of the time you have and come out successful? Here are a few tips:
Make sure you have enough time
This is important. Confirm the amount of time you will have with your prospect to tailor the presentation and include the important elements of your product or service. Being pressed for time can make things uncomfortable and rushed, which will detract from what you have to offer. Have an agenda prepared to outline what will be covered and ask if there is anything they want to add.
Be personable and conversational
When selling products or services, establishing the tone of the meeting should be one of the first things on the agenda. You want the prospect to inquire about you, your company, and the product or service you are advertising. Make the interaction unique to them. Do as much research as you can to show them you aren’t just there to sell something, but are there to add value and meet their personal and professional needs.
Although your goal is to sell a product or service, you have to find out what the prospect needs and understand how you can assist. Put yourself in their shoes. What types of questions would you ask? Be direct and give complete answers. Demonstrate how your product or service will be of value and why they should be spending their money.
Give them opportunity
This is when you give the prospect time to ask questions, and most of all, say NO.
Once you’ve gotten past the initial steps and are wrapping up, if you didn’t get a no, don’t waste any time developing a plan of action. Use the last few minutes to discuss the goals, objectives and arrange the next meeting.
Let the delivery of your presentation flow comfortably to showcase your style and in-depth knowledge of the product or service to help reinforce the relationship you are attempting to build. Leave on a positive note and let the rest fall into place.
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