Have you developed one knock out combination of words to communicate the greatness of your solution and make your customers salivate? Probably not, few sellers have.
Some conversations between buyer and seller never really take off, but to prevent this happening make sure you avoid these mistakes:
Buyer often sits back patiently as the salesperson delivers their presentation, but is unlikely to be truly engaged.
In advance of the meeting the seller should ask the following questions to pre-qualify the prospect.
It may seem obvious to suggest a salesperson should always send an email confirming what the focus of the meeting is going to be. But too often it gets overlooked.
To engage with buyers the salesperson has to become a storyteller. Customer success stories are the most effective form of selling in initial customer encounters. Stories ‘pack a punch’ far in excess of anything possible in respect of product data, elevator pitches or slide presentations. They are easier for people to listen to and engage [...]
Listening, unlike talking, often does not come naturally to salespeople. It requires study and practice. So, here are some tips that can help.
What are the most common mistakes made by sellers in respect of sales meetings?
Salespeople need to drop their own agenda and focus instead on the buyer in their sales meetings.
ll too often weeks can be wasted chasing ‘ghost opportunities’ when you would be far better off knowing if your solution is at present not suitable or your timing is wrong.
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