Spend Time Up Front, Save Time Later

Typically, your competition will spend lots of time and resources on the final proposal and sales presentation, but less comparable time preparing to make a good first impression on the prospect.

That means the salesperson that spends more time preparing for initial meetings, will:

•      Reduce the amount of time spent selling to those who can’t buy.

•      Build rapport faster by demonstrating a real interest in the prospect and their business.

•      Relate more readily to the buyer’s business and industry.

•      Demonstrate professionalism by having their homework done.

•      Have something much more interesting to talk to the buyer about.

•      Maximize the time available for the meeting by ensuring they do not have to spend time asking for information that is readily available (for example, from the buyer’s website).

•      Avoid selling too early in the process.

•      Have considered the next step that is most appropriate.

•      Reduce any stress, allowing the buyer to feel more confident and comfortable during the meeting.

Savvy sales managers often advise their salespeople to do fewer, but better meetings. This is because there is always a trade-off to be made between quantity and quality of meetings.

Preparing To Make A Great Impression

Posted by Ray Collis on 2:03 pm. Filed under 8. Make Time For Preparation. You can follow any responses to this entry through the RSS 2.0. You can leave a response or trackback to this entry