Inside the Meeting

by 4 replies
5
Hello,

Once you get into the meeting you have set up with the local business owner, how do you sell them?

Do you just talk to them in more of a conversation manner?
Or is it more of a presentation type deal?

Personally I have only tried a simple conversation method, with changes with every customer, and I think works pretty well but I was just curious how other people do it. There seems to be a lot of people saying appointments are the best way to make sales but not saying how to close the sale inside of the appointments.

Always looking to improve my methods so, how do you close the sale once inside of the meeting?

Thanks
-Robin
#offline marketing #close #inside #meeting #sale
  • You need to remember that a business person sees all this a lot different to a marketer.

    You need to demistfy technology for them, ask them some questions about their business then close with what you are offering to solve their problem.

    Quentin
  • Ask questions.

    Find out what's really going on in their world.

    See if there's a match between a problem they're having and a solution you offer.

    Not everyone will be a match. That's OK. It's your job to get in front of people.

    All prospects will lie. They won't tell you the truth about what's really going on--at least at the start, and maybe never. It's a defense. We all do it. When we're prospects, we lie too. We don't tell people how bad the problem really is. We don't share how much money we have. We defend ourselves this way against getting ripped off.

    Expect your prospects to behave the same way. Don't be shocked when they lie to you, at first. Expect it. Give them a chance to develop some rapport with you, and then they might start sharing some of the truth.
    • [1] reply
    • Nobody who knows what he's talking about says that appointments are the best way to make sales. They say that appointments are the best thing to sell over the phone, meaning that they're the simplest.

      There are lots of problems with face-to-face sales appointments, but if you can overcome them then keep making appointments.

      If you're in an appointment with a new prospect, present what you went there to present as early as you can. Listen to what the prospect wants to you to know about his business, but do not open the discussion up to everything you have to offer. When he seems to understand what you propose, give him the price and ask for his business.

      Not only do business people see things differently than you do, as Quentin says, they're also busier than you are. Save their time and get to the point. They'll respect you for it.
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