So the saying goes! It is most definitely true to say that you only get one chance to make a first impression, but you have prepared well, done your research about the prospective client and laid a professional framework, all ready for the actual meeting. So here now is some advice I have always taken into account when you are in front of the client.
- Be on time and stick to the time agreed for the meeting.
- Environment matters! If you are meeting out of the office, you may wish to reserve a room - you will find it more difficult to sell standing up in a busy reception area.
- Dress well.
- Where practical sit next to the client rather than across a barrier such as desk
- Begin by confirming the agenda and check to see if the client wants to add anything.
- Be thorough in confirming the client's needs and keep these at the forefront of your mind.
- Allow the customer to sell his product before you begin selling yours.
- Enquire about competition and current suppliers.
- Be crisp and clear in your presentation - use your voice for impact and effect - altering the pace of speech for example
- Be excited about your product!
- Never assume the customer knows anything about your product - check their understanding regularly.
- Body language is so important and is key to a successful conclusion. You cannot sell with your hands behind your back.
- Eye contact is vital. Talk to your customer - not at them.
Tomorrow we will look at content of your presentation and completion of the sale!
Have a truly successful day!
Warmest regards
Craig
If you would like to talk to Craig about his work or book him to work with your organisation plesae email him at craig@craiggoldblatt.com. There is a lot more information on Craig's website www.craiggoldblatt.com
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