Do your prospective clients sound excited to learn more in meetings, or is pain felt on both sides of the table?
We are all aware of salespeople who brag about their prowess. While they may be well-informed about what they sell, their ego plays too big a part for them to be successful. No one likes to have precious time wasted. And the worst type of meeting is where one person does all of the talking while showing little interest or concern for others in the room. Trying to impress the other people in the room is a waste of valuable time. One can hear the sigh of relief once this type of salesperson leaves, and is never to return.
The reason people agree to meet is to find the right representative who strives to solve client problems. Observations of a genuine conversation are underway by prospective clientele.
Come to terms with how others perceive you by looking at the percentage of returning and referring clients already in place. If you admit to a low number, give consideration to what may be done to have more energetic and meaningful meetings with clients.
- Conduct in-depth research on the company and industry before the meeting?
- Seek out office clues to speak about family, hobbies or pets?
- Learn the reasons why others invite you in for a meeting?
Should your answer be ‘yes’ to all three questions, your next step is to include everyone at the table in the conversation. You will readily see an increase in energy, enthusiasm, and interest. Being professionally personal with everyone you meet serves to build relationships. In turn, admiration of your personal brand will increase the likelihood of making sales.
View each meeting as a place where everyone may participate and discuss current projects, areas of concern, and specific requests for help. Opportunity becomes possible when you are open to hearing of the other person’s experiences, and their approach to making their vision reality.
Equality in conversation is the ideal. During the exchange, ideas should easily flow to make recommendations and offer specific introductions that may well benefit each other’s endeavors, or for collaboration on future projects.
The last step is to recap all topics covered in the meeting and then arrange a timeline for follow-up. Friendly conversation and perseverance are what separates the successful salespeople from those who quietly leave the profession.
- Research clients and audiences before meetings.
- Thoughtfully prepare ahead for needs, wants and desires.
- Be familiar with potential issues clientele may face.
- Inquire how your clientele is addressing their problems.
- Ask what other fixes may be in order as they see it.
- Should something sound peculiar, ask for the reasoning behind it.
- Ask ‘what if’ questions to see if your offerings may be of interest.
- Explain why you believe your service is a good solution.
- Gain buy-ins for areas that interest each client.
- Celebrate Success!
Following these guidelines will lead you to the Smooth Sale!