So let’s get onwards,
- Be prepared, read up on the company you are to visit (homepage, news, articles products any and everything you can get your eyes on.)
- You are a welcome person act like it. (you would not have a meeting otherwise).
- You are expected so be on time or at the most 5 minutes early.
- When booking you should have made it clear that the meeting should take somewhere up to 60 minutes.
- Dress accordingly
- No matter what be polite (even if they are far from it)
- End the meeting with a thank you for the business or as you will make business in the future see you next time
Ok you are now in and the person /persons are potential costumers.
Good and keep this in mind until you walk out the door (unless you sign a contract then and there of course).
Ideally like we discussed on the last post you have now been introduced to the company and their products. The customer is not hostile and you have gotten past the niceties.
I suggest you use the same tactic as you did when booking the meeting:
Try and cut to the chase (time is money).
Use the words you used when booking five to ten words that you think will be the best ones for your business and that will make the customer really interested in your product / service. These you now will use to build up your pitch with.
Now add some positive sounding words around these so it will be an understandable and preferably strong short catch phrase.
The catch phrases are excellent places in your pitch to get the customer involved. Ask them what benefit they themselves could see in your products /services. Get them talking once you have presented 1 or 2 key points to get them on the same train. Dont let them take charge of the meeting however then it could end very soon you should be in charge of the conversation but let them talk and guide them to where you want them (towards your closing pitch. and a signed contract.) This is the key to be succesful or unsuccessful as a salesperson. If you can control the conversation in a nice and relaxed manner and create rapport with the customer they will be likely to buy now and continue to do so in the future. If you lose grip on the conversation you will have a customer who don’t know how to present your product (and they should not) so they will try to end the meeting.
Rule: Guide / control the meeting towards your goal signing the contract.
Road 1 :If you go into the meeting with a firm mindset to walk out with the contract in hand then go for it.
Road 2:If you go into the meeting wanting to get a contract in a few months time you still will be needing to act in the meeting as if you want to sell now but not pushing the signing in the end but leaving it open for the coming meeting.
Walk,talk and act like you are 100 % sure that you will get the contract until you have walked out of the door. This will make a stronger impression about you and your product and increase its value to the customer.
If you have the contract congrats!
If you don’t?
Make sure you end the meeting with booking a new one on the phone or in real life and make sure the customer understands that it is for the closing so they are prepared to sign or say no (usually they have some confirmation questions first).
Onwards and forwards! go out and try!