We had a yearly sales workshop at our head office this month. Goals were set in place and most importantly, the roadway to achieve these goals were laid out. The success of the workshop rested in everybody’s preparation, ambition and enthusiasm to reach for the stars. It was decided that new potential clients will be targeted by going back to basics by placing focus and energy on the following points:
Preparing for a meeting with a new potential client:
- Work on one area.
- Become more sales orientated.
- Learn as much as you can about the potential client by doing research: internet, newspaper articles and social media.
- Outline what makes your Company unique in the marketplace - USP (Unique Selling Points).
- Define what specifically sets your Company’s product-service offering apart from the competition.
- Prepare appropriate questions which the potential client has to consider.
On the day of the meeting:
- Ensure you are on time and arrive at least 15 minutes before the scheduled meeting time.
- Dress appropriately and look the part – you only have one opportunity to impress the prospect.
- Always have business cards at hand.
- Take along your diary and at least two pens.
- Sample kits from different branded suppliers (strategic partners), including our own Pride range must be hat hand.
- Focus on your body language as a great contribution to pulling off the deal: Body language (55%); tone of voice (38%); word choice (7%).
- Ask the right questions and make notes.
- Remember – Every “no” is one closer to a Yes!
After the meeting
- Thank the client for taking time out of his busy schedule to meet with you.
- Give the client feedback as quick as possible.
- Speed of implementation is imperative.
- Follow up and follow through.
- Customer Focus: Do this exceptionally well by building relationships, managing and exceeding expectations and driving service delivery.
Remember to always review your goals and the company’s goals as it is too often accepted as “basics” but yet so often overlooked in one’s day to day objectives which lead to a comfort zone.One might think the basics of sales are being implemented daily while in reality you fail to execute these crucial principles.