Selling to different types of customers requires different approaches. For example, focusing on the average consumer requires a completely different preparation than selling to senior managers of a company. The Customer Think website prepared five questions that should be answered before you come to the meeting:
1. Do you know the client's interests?
Before you walk through the door, be aware that the chief executive who is waiting for you behind is also a human. Lighten the initial conversation with a few courtesy queries that are not related to the business. Be polite and open. It is a trivial procedure, but it shows your good manners and a human approach.
2. Do you know how to start?
First minutes of your speech are usually decisive for the outcome of the whole negotiation. A few prepared sentences at the beginning are not enough, you need a smarter strategy. Think about what would attract or surprise the client.
3. Do you know what values you create?
Prediction of future sales in the next few years provides a good overview. However, the values the business brings should involve also other benefits than just the financial ones. Salespeople generate values in each interaction. The value of the relationship, value of ideas or information. Think about benefits the conversation delivers to you and to the client and how you can mutually share your values.
4. Do you know what new ideas you will introduce?
The time of your potential partner is expensive. Therefore, do not bother him with ideas and information that are well-known or popular. Focus on new fresh ideas that will attract him and which he have not heard yet. Keep this in mind and you can slowly get ready to sign a contract.
5. Do you know how to close the conversation?
Too often, the business meeting is not properly followed through. The other side advances its agenda or a salesperson pushes to sign the contract. The solution is to close on a next step. How? As soon as the meeting approaches to the end, offer your partner 2 or 3 possible scenarios that will follow and let him choose. Probably, he will propose a fourth option that combines all the previous ones. Why not? At least you know what is going to happen next.
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