Have you ever been part of a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "I need to think it over. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.
All too often sales calls are "professional visits". Many visits are unstructured; objectives are not determined or communicated. Premature presentations are usually the result. During the show up and throw up phase an abundance of mind reading seems to take place. Assumptions are made that the buyer knows why you're there, why your latest and greatest offering is a no brainer and no clarification of purpose is needed. Most salespeople are poor mind readers.
The key to successfully taking the lead in the selling interview is to establish a "closing expectation" early in the meeting. You must first determine with your prospect the amount of time available for the meeting and what they would like to accomplish for it to be a successful meeting. Next, obtain permission to ask questions to get a better understanding of the prospect's problems and priorities, and agree that at the end of the meeting, at the very least, you'll make a decision as to whether or not to continue talking.
If you have a very clear meeting agreement, you'll build tremendous rapport with the prospect, improve communication significantly because both parties have the opportunity to ask questions, eliminate premature presentations, get decisions and eliminate "think it overs". In addition, our clients tell us that prospects visibly begin to relax when they hear that the seller is comfortable with hearing "No". The meeting agreement is one of the most effective selling tools you'll ever own. Master it and you're well on your way to becoming a true sales super star.
How effective do you think you have been in setting the tone of a meeting up front?
Final Thought for the Morning:
Our environment, the world in which we live and work, is a mirror or our attitudes and expectations.
― Earl Nightingale
Your Top 3 Goals & Tactics for the Week
LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.
THIS WEEK: Please share your Top 3 Goals for this week and the GD tactics you plan to deploy.