Get the most out of sales meetings by James Dance PDF

By James Dance

This particular all-in-one consultant will educate you every little thing you want to be aware of to maximize the effectiveness of your revenues conferences and encourage your revenues staff, providing specialist recommendation on each point of revenues administration. '

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Generally, the best way to become more focused on others is to practice. This meeting will quickly reveal how little most of us know about our clients. For maximum effectiveness, it should be repeated periodically. As additional preparation, you might want to read Harvey MacKay's Swim with the Sharks without Being Eaten Alive. " It highlights 66 critical questions that sales reps must be able to answer about their clients. These include not only obvious points, such as identifying your client's competition, but the crucial, personal items that make all the difference in a person-to-person relationship, such as the date of your client's birthday.

For instance, a salesperson might discover that a new customer loves deer hunting, but personally knows nothing about the sport. By sharing it with the rest of the staff, he or she may find that a colleague is able to supply a few details to use in a conversation. At the next meeting with the client, you will know that a ''party permit'' refers to a license to shoot doe and not a license to have a good time. Stress that each meeting with a client has one of two results: we build the credibility, trust and respect which strengthen the relationship, or we undermine it.

Some examples: (a) Who is the decisionmaker at Fred's? Did they assume it was Fred? (b) Who is Fred's prime, typical customer? (c) Who is Fred's competition? (d) List three of the company's strengths. (e) List three of the company's weaknesses. (f) What is a key profit center? (g) What is Fred's marketing position and strategy? (h) What are the company's long- and short-range goals? (i) What future plan of action is next in importance? (j) When is Fred's birthday? (k) Is Fred married? What's his wife's name?

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