Develop a sales deck that includes:
a presentation for the business area (user)
a presentation for the IT area
a presentation for the purchasing area
Make sure everyone gets your proposal and remembers it. To do this, you must speak to each of them individually and tell them the story they need to hear.
Find all the information about each of your contacts: name, surname, email, phone malaysian numbers number, position, seniority in the company, pain points, aspirations, expectations, whether they have worked or are working with any of your competitors, etc.
Based on the information you have gathered, create a narrative, a series of stories that you are going to tell each person, create different scripts for each case and start testing them with small groups.
Try different scripts with each one and compare the results, see which one works best and continue perfecting it.
Build a pitch based on what you see resonates best and then start amplifying that pitch to more people.
Follow these steps, if necessary at a slow pace, but without stopping. The important thing is that it is organic, that you learn day by day from each step, that it is a process of continuous improvement.
Mistake #3: Wasting Sales Meeting 1.
“We have a hard time getting our prospect to meet with us to present our company, our solution. He is a very busy person and we can't get him to pay attention to us.”
“We don’t manage to meet with the key people in big companies, and when we do we have a brief meeting, they find what we do interesting, but that’s it, nothing else happens.”
These testimonies are unfortunately quite common when we inquire about the problems our clients face in the first stage of their sales process (the R1 or first meeting).
If you go to a first meeting with the idea of selling, you will most likely generate rejection, because the first meeting is to connect and have a first approach.
The objective of the first meeting is to qualify your potential client and understand what their needs are. To do this, the prospect has to talk more than you do, but they should do so following your agenda. If you go to the meeting without analyzing the company or who you are going to meet with, the prospect may become impatient or want to take the floor and control the meeting, when in reality it should be the other way around.
On the other hand, it may happen that perhaps the meeting went very well, but at the end the next steps were not defined, leading to the relationship cooling off.
Follow these tips to avoid this error :
Essential: Prepare well for the meeting and do a thorough analysis of the company and the prospect. Use public information, look at the company's website and social media.
Based on this analysis, put together a series of questions that will help you better understand your potential client's needs and show them that you took the time to understand who they are and what they do. The SPIN Selling method can help you organize what types of questions to ask your prospect in order to conduct a discovery and see how to help them.
Don't use introductions, unless they are questions.
Set an agenda and try to stick to it.
Use the meeting to grade and do it on several levels:
Start by qualifying the account, making sure that the company is target, that is, of the type and size you are looking for.
Really make sure that the company has a need and that the person you are speaking to is invested in that need.
Make sure the person can explain the company's decision-making process to you. If they don't know it, they either don't know it or don't have it, which can raise a red flag.
A key aspect of all projects is the budget, and knowing it is very important. You probably won't be able to find out in the first meeting, but there are some questions that can help you find out or infer the answer, such as whether they already have a supplier or if they already have a product like yours. If they've never hired something similar, you may need to ask more questions in a second meeting to continue qualifying.
Always end the meeting with a next step, coordinated with the prospect and scheduled.
We hope you apply these tips and that your next first meeting is the first step of a new business .