I was going for a meeting yesterday. It was to understand the training needs of a prospective client and see how we could help her fulfil the same. I was on my way to her office when I realised how important the little tips that are given in a sales training program really are!
So, today I’m going to take you through 5 key aspects that I realised I did in yesterday’s meeting which are sure to help come a step closer to conversion:
1. Being fluid
Yesterday’s meeting didn’t have the typical start that a meeting does. Normally we start off with the vising card exchange and an introduction about who we are. Yesterday, was different. The client jumped straight into providing me a context to the audience and the competencies that she needed us to help her ingrain in the participants. Lesson 1: Don’t be stuck to the structure you have planned out in your mind or what you have experienced in the past. Be fluid and ready to flow with how the client wants to take things. Now that’s not a point you hear to often in a sales training program, but one that I definitely learnt the value of yesterday!
2. Listen to the Problem
Most salespeople are waiting for a chance to present their products or solutions to a client. In fact, they often miss out on important information that the client is giving which is useful and may change the way you need to present your offering. Lesson 2: Listen. You will get your chance to speak. First hear the client out and then tell them what you have for them
3. Ask questions
Very often clients don’t really know what they are looking for. And that’s when you have to be a consultant and help them out. And for that, you need to ask plenty of questions. For example, yesterday the client started off by saying she wanted a personal effectiveness session. Post hearing the issue at hand and asking her some questions, I realised that she actually required something on managing emotions. Lesson 3: Ask. Be aware of the natural urge of not asking silly questions! And remember, a silly question might actually be the one that unfolds the need in a way an intelligent one can’t!
4. Customise
It is extremely important to customise your offering before presenting it to a client. Like yesterday, I actually landed up offering the client a session on handling difficult conversations! While this would fulfil the need for understanding how to manage emotions, at the same time it would sound a little less intimidating! Lesson 4: Twist your offering to suit your client’s need. Your solution should be a good fit for their problem
5. Etiquette and Rapport
Last but not the least, always have your business etiquette in place. Call the client well before the meeting time to ensure it’s on. In case you are getting late, inform them. Be polite and polished during the meeting. And never leave a chance to build rapport with them! Lesson 5: Use your etiquette to build rapport. Also try connecting to some previous incident which builds a connect with the client representative or the company.
So, those were my top 5. What have your experiences been? We would love to hear about them. We would also love to hear some tips that you feel should be shared in sales training workshop which may not currently be.