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Make Your First Sales Meeting a Success

Four simple ways to make your meeting with that new customer a success.

Barry Farber

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There’s nothing like a first meeting with acustomer to rattle your nerves. Here are four steps you can take so that when the first meeting rolls around, you’ll be the best salesperson you can be:

1. Do your research.

Look up the company on the Internet. Search for articles about the company in newspapers and magazines. Talk to people in the same industry. To develop your contacts, start collecting business cards from everyone you meet and keep them catalogued by industry. Then, if you need information on a particular industry, you have 15 or 20 people to call on for advice and insight.

2.Outline your agenda.

Compile an outline of what you intend to cover during the meeting, and send it to the client to give him or her an idea of what you’re going to discuss. It’s not unusual to hear a prospective client saying, “I wish I’d known about this so I could have had more information for the meeting.” If clients have your agenda in advance, they’ll have time to prepare questions for you. An agenda makes it easier for the customer to understand your objective, and it sends a strong message that you’re organised and well prepared.

3. Don’t put all your eggs in the “big meeting” basket.

It’s great to get excited about that first meeting, especially when you know it might lead to a big sale. But if you’ve put all your effort and energy into that one call and then don’t get the sale, the rest of your day is ruined. You need to be sure you have other meetings to look forward to, other activities to keep you going. Don’t let the hype of your “one big meeting” spoil your enthusiasm for your other customers.

4.Visualise the meeting from beginning to end.

Go through your agenda step by step. Go over the questions you want to ask and the important points you intend to make. Seeing a successful outcome in your mind’s eye makes it easy for your body to follow.

Your goal at the first sales meeting is to establish a relationship. You do that by creating value and by concentrating on what you can add to a situation, as opposed to what you can get from it. That’s when you’ll find people are more receptive to you; they want to listen to you, be with you and work with you because of the value you’re adding. And that’s the most important step you can take towards making any sale.

Barry Farber is a top speaker and bestselling author of 11 books on sales, management and personal achievement.

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(Video) Get More Attention For your Business

Lindsay Broder, The Occupreneur Coach, explains the importance of communicating your unique skills and the value you can offer clients in this short video.

Entrepreneur

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Demonstrating what you bring to the table isn’t always easy.

Lindsay Broder, The Occupreneur Coach, explains the importance of communicating your unique skills and the value you can offer clients in this short video.

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(Video) How You Can Make Your Next Presentation Memorable

How to make your pitch memorable.

Entrepreneur

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From delivering board room presentations to speaking before a live audience, speaking publicly is something most of us will have to do at some point. But if we’re going to take the time to develop and practice delivering a presentation, we want to make sure the content and the “performance” are memorable, right?

In this video, keynote speaker and communication coach Carmine Gallo offers his top tips for how you can make your next business presentation one your audience won’t soon forget. Gallo is author of TALK LIKE TED: The 9 Public Speaking Secrets of The World’s Top Minds.

Gallo recommends following the “rule of three.” Instead of presenting 15 or 20 points, stick with three or four features or pieces of advice. Why? It’s easier for people to remember and stay engaged with what you’re saying.

“It’s almost impossible for the human brain to ignore that group of three,” Gallo says. “We have to know what those three are.”

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(Video) How to Hit the Presentation Content Nail on the Head

Building better business presentations.

Entrepreneur

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Avoid the glassy-eyed look from your audience by creating a strong presentation that delivers an exciting experience. Pam Slim delves into her process and techniques for choosing content to fill her presentation slides.

“Ask yourself: What do you want people to walk away with?”

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