5 tips for your next sales meeting
The first step has been taken: You have reached the responsible decision maker by telephone at a suitable potential business customer or you may even be sitting across from him in person. Now you have to convince him of yourself and your offer. Read our 5 tips for a successful customer conversation.
1. Know your customer
That's probably the most important question of all: How can you help your potential customer? How does your product or service fit into its area of activity? If you can answer this question convincingly, the rest is almost self-evident. So put yourself in your customer's shoes and look at your offering from their perspective. This allows you to adjust your offer in advance, anticipate potential objections and maybe even offer a little extra that sets you apart from the competition.
2. Get to the point
Keep It SHort and Simple: You should definitely have internalized the KISS principle during the sales interview; after all, your contact person has other appointments. This is why you should get straight to the point on the phone: To start the conversation, state your name, your company and your concern — and above all the benefits that the decision maker you are talking to will get from your offer. Otherwise, the conversation may be over before it really starts.
3. Listen
Of course, you are impressed by your product. That's a good thing too! But a sales interview isn't about preaching a sermon. An exchange of views on equal terms is crucial. This means that you should first back off and (actively) listen. This includes asking questions again and again.
4. Be authentic
Exchange on equal footing also means that you don't have to belittle yourself. Anyone who mouths up to their contact person or makes fantastic promises quickly comes across as implausible. When in doubt, it is therefore even better to say “no” once in a while. A good product doesn't need whitewashing.
5. Be patient
Maybe it didn't come to an end despite a nice conversation. But that doesn't matter: Every conversation is a win in that you have gained an experience and have been able to learn more. And often enough, it's worth sticking with it — it might be better next time.
conclusion
With these tips, you can significantly increase the probability of closing your sales calls. And they remain valuable even after that: If you want to retain customers, you should remain in dialogue.
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