Researching Your Prospect
It is important to have your specific call objectives in mind and to clearly map out the information, keep information organized using a planning worksheet.
Knowing an organization’s customer demographics will help you tailor your solution to the company.
A strategic alliance: in which organizations would make an agreement to share resources.
If you classify your prospects as hot, warm, and cold, you can prioritize by devoting the most energy to your top customers.
The basic and essential information to know about the contact person, is their title and role in the company.
Solving, Not Selling
Needs Analysis: you should be able to identify problems that are specific to that person or organization.
Once you’ve identified your customer’s problems, take the time to brainstorm solutions and opportunities. There are 5 key points to keep in mind:
Focus, Flow, Freshness, Follow through, Frequency.
Identify both a general and a specific statement to highlight the benefits of your solution or opportunity.
Setting precall objectives is a strategically important step. If you have clear goals, you will be more confident and appear more organized.
Make your goals and objectives SMART. That is, Specific, Measurable, Actionable, Realistic, and Time-bound.
A well-planned presentation can often be the thing that makes or breaks a sale. If your customer sees you as well prepared, you will go far in earning his trust and respect. Plan how you want to lead in, when you will introduce key information, and when you will use product demonstrations.
Understand a company’s culture and priorities, this will dictate how you dress, how you speak, and how you design your visual aids and demonstrations.
Once you’ve created your presentation, practice it, you want it to seem natural.
First impressions: these are quickly formed, difficult to change, and can have a lasting effect.
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