Recently we were approached by a local media staging company (that shall remain nameless) to quote us on an upcoming event that we will be having in March. The salesperson was well spoken and articulated very well what she and her organization would be able to do for our company. However, this salesperson missed these three very important tips that we would like to share with you.
First, (this is by far one of the most important steps) set an agenda for the meeting. What is the reason for getting together? What is the discussion going to entail? What should the prospect have prepared for the meeting? So many sales people go into meetings with a ton of mutual mystification. They assume that what they are going to present is what the prospect is looking to see.
Second, get your prospects talking. Salespeople generally love to talk about the product or service that they are selling. Resist the urge. You may have heard the saying before, “ask questions, better yet ask open ended questions”. The way to ensure the question is open ended is to begin with an interrogative, Who, What, Where, When, Why or How. If you are starting your questions with anything else you are probably getting very short answers.
Lastly, get a clear understanding of what your next steps are. So many times salespeople will leave meetings with an idea of what next steps are; unfortunately they learn later that their idea of next steps and their prospect’s idea of next steps are not close to the same. Far too often the salesperson thinks they are moving closer to a deal and the prospect is just glad the meeting is over!
Want to learn more! Control your sales calls by calling (440)575-7000.
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