What do you say when you first meet a customer?
The best salespeople seem to come across so smooth. They always know the right things to say.
Would it surprise you to find out that those same amazing salespeople spend more time preparing for the meeting than the actual meeting itself? It’s true!
How does someone spend so much time preparing?
It’s all about anticipating the customer’s potential needs and challenges. Taking the time to try to get to know the customer better than they know themselves.
Anticipate where they need to go. For example, as a server, bring the glass of water before the customer even asks. As a sales rep, ask the client if they experience similar challenges to their competitors, and how do they plan on getting out of them differently? Anticipate what the response might be so you can move the conversation in the direction you need it to go.
Get to know you customer. Do your research. Read their website. Find out who the key individuals are on LinkedIn. Ask yourself, if you were in their shoes, what would be some of the ways you would be challenged and how could you address them.
A little bit of research will go a long way in creating a ton of value for your client.
Kim is The Leading Sales Coach, Success Magazine’s most inspirational blogger, LeadFuze’s most influential sales leader, and soon to be three-time author. She continues to expand her presence with international speaking, including being invited to speak at the same events as Elizabeth Gilbert, Brené Brown, and Michelle Obama. Kim’s courageousness to quit her life and backpack solo around the world inspired her to use her mastery in sales to help sales professionals and entrepreneurs make communication shifts that lead to stronger relationships and more revenue.
As Vice President of the Change Your Results! (http://ChangeYourResults.com) team, she helps companies create a sales process and ask the right questions at the right time in order to immediately achieve consistent revenue streams.
Fast track your business results in only 90 Days! http://KimOrlesky.com
Podcast on iTunes: https://itunes.apple.com/ca/podcast/the-kim-orlesky-show/id1164227697?mt=2