It can be a long time from the first inbound sales phone call till you actually get in front of the client. Here’s how to make the most of the sales opportunity.
Put Yourself in Their Shoes, This Year
Go prepared. Think about what they really need in the next year. If you don’t know, ask them like this, " What would really make a difference to you ?".
Don’t Always Present
Take your presentation with and make sure it’s short, focused and sparkling but be prepared not to use it. The best sales meetings are often genuine conversations.
Have Answers to Tricky Questions
Think about all the questions they may have but particularly the tricky ones ! Put yourself in their shoes again and prepare genuine answers.
Connect, Connect, Connect
Don‘t be a cheesy salesman but remember these are real people trying to do a job. Relax and have fun. The best sales relationships come from connections between people.
