From great rapport to a sale, Successful sales meetings are critical.A successful sales meeting is important for a sales person as well as the customer involved. A successful sales meeting goes a long way in ensuring that both the parties come out with a successful outcome which does not necessarily be an immediate sales.
The key is putting your best foot forward. Also a successfully meeting ensures that there is a long lasting impression that is left into the minds of the customers. Sales eventually depends on these lasting impressions
Selling is a highly skilled art, one that is rooted in one fundamental principle: trust. You can have a look on how to build trust to further explore this important aspect of sales. The seven steps will help you to make the difference and turn sales meetings into a win–win for all concerned.
7 Steps to successful sales meeting is provided below. Each step provides an invaluable framework to building the right relationship with your potential clients – skills that can be used in a wide range of business situations.
7 Steps to successful sales meeting
|Step 1||Build rapport and trust||Connect with you the client – establish common ground and empathize. Create a positive working relationship and remain professional. Be warm and assertive and ask open questions. Dress to establish credibility.|
|Step 2||Clearly communicate the purpose of the meeting||Be clear, concise and appealing. This shows why the meeting is important, establishes your capability and enables you take to control.|
|Step 3||Introduce yourself and the organization||Your client needs to have confidence in you and your company. Your ability to direct the rest of the meeting relies on this first impression. Be succinct and aim to impress – include how you have helped other companies. Use positive, non-committal words such as ‘hopefully’ and ‘possibilities’.|
|Step 4||Probing||This helps you to know your potential client and tailor your offer. This includes knowing both the company’s situation and the people you are meeting with – ensure that your presentation appeals to and resonates with those listening.|
|Step 5||Explore the customer's needs and wants||This is where sales are made or lost. Focus on their needs and what they are looking for. If you want to include things they haven’t previously considered, give a compelling reason. Explain how what you are offering will make a difference to their business. Use GRIP: Goals, Reality, Implications, Plans. Focus on what they are looking for and value. Ask open, probing questions – and listen. Don’t be afraid of silence – people need time to think about points.|
|Step 6||Present the sales pitch||Tailor your presentation to what the client needs. It is no good having bells and whistles if they are of no use to your client. Be enthusiastic and warm and tie your solution to the client’s needs.|
|Step 7||Advance and close||All previous steps rely on this last stage. End meetings by focusing on building the relationship. Agree next steps and reaffirm commitment. Be confident and warm, follow up quickly and deliver on promises.|