What’s Your Plan?
Prior to going on field sales calls, Sales Trainers frequently ask their students, “What is your plan for our meeting with the prospective client?” Seasoned professionals recognize the importance of the question. Here are a number of factors that will be impacted by your readiness for either an interview or a sale-to-be:
– You did your homework and are familiar with the company and the industry
– Having done the homework, you recognize typical pain points that need to be resolved
– You have an agenda in mind with flexibility built in to accommodate unexpected questions from the prospective client
– Your business cards are in your binder, car, and anywhere else you are able to place them in case one area runs out
– The contact’s name and number are with you in case traffic is delayed, plus directions to the address are in your posession
– You go with an open mind to hear different viewpoints and negotiating skills that will bring you to a satisfactory conclusion for all
It is rare for someone to sell 100% of the time, however, embracing these pointers will greatly increase your success rate. Equally important, you will find the Smooth Sale!
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
