In good ‘ole Fist Pump Friday fashion we have stripped down another process to focus on the core components of a successful sales meeting. If you do a Google search on this subject (which you probably already have) you’ll find thousands of how-to’s, best-of, and unique models for sales. But what you’ll also find is that they all have very similar components, which we believe we have covered below, and that there is a predefined process to success.
1) Build Rapport – Trust generally consists of three aspects; Common sense of purpose, credibility and character. Throughout your sales meeting with your potential client you’ll have opportunity to demonstrate that you are an expert in your field and your services will achieve the client’s objectives. But if all you do is talk business the client (who is a person too) will not know who you are and will not feel comfortable giving you his business. Take the time to find common ground or similar interests before you start talking business. Schedule a rapport building time block into your meeting schedule (5 to 10 minutes) to ask questions ranging from current events, pop culture, sports, and even the weather!
2) Find Needs – Set a minimum number of needs that must be identified before you can deliver a successful proposal. If you are having difficulty uncovering your potential client’s needs throughout conversation and open ended questions don’t be afraid to just ask. “Ma’am, what are your three biggest concerns or needs for this project? I want to earn your business. What are your needs that I can address to earn your business.”
3) Match Features and Benefits – First, know the difference between a feature and a benefit. A feature is a unique aspect of your business, service or product. A benefit is how the feature fits your potential client’s need. It is dire that after you have built rapport and identified needs that you now demonstrate the unique features of your business, service or product and how it will benefit your client. How will it make life easier? How will it solve a problem? How will it…. fill in the blank…
4) Handle Objections – There is saying that you haven’t started selling until you’ve handled objections. This is true. Sometimes the objections are stated out-loud and sometimes the objections are never expressed. Sometimes objections are coincidentally addressed as you take the client through your sales process. Whatever the case, be prepared for objections. Put yourself in the client’s shoes and think about what questions they will ask you. What areas of your business are confusing to the general public? Be ready and be open minded!
5) Ask for the job – This is simple, just DO NOT forget to ask. Make it your own and tailor how you ask to fit the situation. “Have I earned your business today?” “Now that I have addressed your needs may I have the job?”
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