Multiple ways exist to demonstrate the value you provide prospective clientele. The demonstration arrives in ways of which many sales representatives are unaware. Below you will find the varying topics to consider that have significant influence in demonstrating the value you do or do not bring to prospective clients. The lack of one factor listed below may negatively influence the buyer to seek another vendor.
We have two types of meeting possibilities: video connections or in-person conversations. It’s essential to show up on time and minutes before to demonstrate respect for your prospective client’s time and appreciation for the meeting.
Unless you have a stellar memory, review the person’s profile on LinkedIn and the company they represent. It’s essential to have details in mind that catch your interest and address questions you may have that need answers. For video meetings, set the alarm for fifteen minutes before the start time to tackle the same insights.
Similarly, in-person meetings do best when you arrive 10-15 minutes early. If the meeting is at a sizable office, use the extra time to greet the receptionist in a friendly tone. And then look for awards and recognition the business may have earned. A glance at the artwork on the wall can give a feel for what the CEO may hold important. Also, look at the magazines on the table as you wait. The theme of the publications also indicates their interests. Taking everything in can encourage a complimentary remark as you greet your prospective client.
The prospective clientele will notice the time you put in upfront to ask pertinent questions for learning more about them and their company. They see that you aren’t attempting to arm-twist them into making a buy as so many other representatives will do. You make an essential differentiation by setting yourself apart and establishing your unique brand.
Caution: Should an emergency prevent your punctuality, message the person immediately to give a fair warning and ask to re-schedule.
If you have ever been in conversation with someone looking at their phone or another distraction, you will know the importance of eye contact. But looking at the person’s eyes is only one piece of the puzzle. Look to see if their eyes glance at the ceiling or a strange expression comes across their face. Stop immediately to ask if the person has a question. Often, you can catch their decline in interest to save the potential business in progress.
Similarly, ensure your posture is erect, that the conversation is 60-40 in the other person’s favor, and listen for hints of concerns. Again, stop the dialogue to address any possible problem to move the conversation forward.
A typical test is for a prospective client to fulfill a special request before the next appointment. It’s essential to be upfront about whether or not you can address the request. Should you be able, do not ignore the request as so many representatives do, as it will negate a potential sale.
The better approach is to consistently follow up on time and deliver upon promises with a possible value-add included. Doing so demonstrates the value-add your prospect may expect by doing business with you.
There is little doubt that we have all heard salespeople speak down to us with annoyance in their tones of voice. Respect is an unknown for the prospect, and accordingly, the possibility for the sale declines as the prospect quickly ends the appointment.
It is always best to treat the other person as an equal and have the mindset to learn from one another. Everyone knows something that another does not. The openness to hear the other party out is a welcome relief and encourages further conversation to the point of doing business.
Honesty: Word Selection
“Honesty is the soul of sales and all else that you do.” – Elinor Stutz
It is best to be open and honestly declare what you can and cannot do no matter what comes your way. Above all else, before agreeing to a sale, it is necessary to ensure everything is above board, including your capability to deliver the ask. The underlying strategy is to match and qualify your prospects before agreeing to do business.
Should something not sit right with you, it is best to walk away and avoid possible regret.
Each suggestion above by itself and collectively serve to demonstrate the value you provide. Working to the benefit of others encourages a returning and referring clientele, the definition of the Smooth Sale!