“Great salespeople don’t sell products or services – they solve problems.” What problems are you solving for potential clients?
Whether you’re preparing for a sales meeting for a large corporation or a small mom and pop business, it is crucial that you make a good first impression. One way, to make a good impression, is to be able to present to your audience a relevant solution to their problem. Here are a few more ways to get you started in the right direction:
• Asking the right questions: Use the first part of the meeting to ask questions in order to understand the prospect’s challenges. Only then can you determine what the prospect needs from you, or whether y• Asking the right questions: Use the first part of the meeting to ask questions in order to understand the prospect’s challenges. Only then can you determine what the prospect needs from you, or whether you can solve his/her problems at all.
What are some of the biggest challenges your clients have been facing in your market?
What challenges, if any, did a current or previous company not solve for you?
What are the major expectations you have for any new company you hire?
What have you seen competitors do well?
• Lay out all of the prospect’s challenges: The aspects of your service that address his/her specific challenges. Everything else is irrelevant. Once you’ve addressed all of your prospect’s challenges, stop the presentation.
• Talk about opportunities that you see and what will happen if they use your services: “If we do this, X will happen.”
• Use stories and case studies to demonstrate value instead of listings services: Showcasing your ability to deliver value to the other “similar” clients or customers who derived value from your product or service is a great way to win business. But, be careful not to come off as too sales-like. Client stories are more memorable and compelling than stating a list of your services. Tell a recent client story that underscores what you do well.
• Get Feedback: “Does what I am discussing make sense?” “Do you think what I am discussing could be of value to your organization or your customers?”
• Ask for something: Whether to schedule another phone call in a week, asking for the business, or speaking with other representatives who are integral to the decision, this is an important area most sales people miss.
• Leave the Referrer something: What can you leave behind to help the individual understand the value you provide better? What could you leave behind that could help others who hear about you understand your offerings better?
Other Things To Prepare:
Prepare a one-minute elevator pitch that sums up what you do, why you do it better, and what problems you solve.
After you make contact with a potential referrer or client, what is your post-meeting contact strategy? When do you contact them again?
Who are the decision makers and are you really reaching that audience?
What stories you can tell? Tell stories that answer objections and stories that portray customers who are happier and more successful because they did business with you.
Be ready to address rebuttals and obstacles. Come up with a list of 10 – 20 questions and rebuttals the prospect will have. Proactively address them when you speak.
Try to give the prospect a tool they can use to self-diagnose if it is time to switch.
Provide easy-to-read, side-by-side comparisons of your plans and try to explain what business profile would most likely suit each situation.
Memorize an answer to the question “tell me about yourself.”
Get good at getting to the point quickly and cut your material in half, in general.
Are there any props that make sense for you to use to demonstrate any aspect of your business to someone?
Explain clearly what the benefits of your services are for prospects by using phrases like “that means you get…”
Hopefully, the tips above will help prepare you for your next B2B sales meeting. To learn more great tips, join in on the conversation on our Facebook page at: www.Facebook.com/UpsideBusinessConsultants.