Here are seven tips on how to impress a new prospect at the first sales meeting.
Be positive at all times
According to Destination CRM, a salesperson is someone who can find a solution even where there is seemingly none, and who is able to find something positive, even in the worst situations. So stay positive, even if the world is falling apart.
Have a clear goal
Your meeting, your product and your offer should aim at one specific target based on the client's needs. It might be to save the client time or money, or to solve a problem.
Let the client decide
The customer must not feel that you're the one making decisions. Give them some space to make decisions, even if it's just partial, unimportant things.
Know your product
You must know your product, even to the smallest detail. The prospect must never surprise you with a question.
Convince the customer about the value of your product
The client must believe that the product is valuable to them. Not that it is expensive, but that it is ideal for them and their needs and, as such, is valuable and irreplaceable.
Let the customer talk
Salespeople often talk too much, but ideally the client should talk about 80% of the time. Let the client talk about what's bothering them and what they're interested in.
Treat them as individuals
Clients always want to feel that someone is treating them as an individual. So throw away all your scripts and universal solutions, and always adjust the solution you are offering so that it's tailor-made to fit the customer.
-mm-