These tips will help on how to make certain you get it right from the start.
When you first visit a customer or prospect you are probably bursting with enthusiasm and just cannot wait to start talking about your product.
What can go wrong?
Well it is very simple really, if you start talking about your product (like most sales people do) it is quite possible your client may just say they are not interested.
This means you may walk away not only without an order but also without understanding a thing about the persons business.
This issue is one of the biggest problems many sales people have. It is absolutely vital you find out who your customer is? Where they come from? Where are they are going?
Who is the decision maker? Are you speaking with the right person? How many branches do they have? How many people do they employ? What do those people do?
What motivates them?
All of these questions are ONLY questions about the customer’s situation. They are not questions about any other issues. These questions must be asked for two reasons.
To give you a clear and concise understanding about your prospects business and how it works.
To give you a solid base and platform to ask questions that may possibly uncover potential problems, which in turn will give you a further platform to ask more questions to find out what those problems mean and what solutions may be available for solving them.
Without the correct answers you may miss the opportunity for any business at all, and even if you do by some sheer chance secure some business there may be other orders left sitting on the table.
Get it right from the start when making major sales.
If you are a professional salesperson ask your regional sales manager if he or she understands the difference between making simple sales and making major sales.