Introductions take note of who is present and their roles. Be wary if their roles are not • – explained at first as they may be the real decision-makers. Briefly outline what you are offering and why it will interest the potential customer (the • elevator pitch), then promptly ask the customer a question about their business – get them talking as soon as possible. Listen out and probe for any problems or difficulties the customer is having: you may be • able to sell them a solution, so look for ways in which your offering will solve those problems. technical data unless the customer specifically asks for it you can leave • – technical specifications with them at the end of the meeting. Check to ensure that you have answered all of the customer’s questions; remember • that if the customer’s response is: put some information in the post”, this often “Just indicates that the sales opportunity has passed. CLOSING THE DEAL. Sell your product on benefits and solutions emphasis quality and for money, not • – price. Check that the benefits and solutions you’ve outlined meet the customer’s need. • Ask the customer if he/she agrees that your offering can provide what is needed, and • check that he/she has no doubts or reservations about this. Talk about costs and delivery times but don’t mention discounts. • – Most importantly, ask the customer for the order. • If the customer declines, ask why. • If the customer places the you can discuss costs and delivery arrangements. • At the end of the meeting, thank the customer for the order and for taking time to see • you. After the meeting, confirm details of the order and/or respond to any queries as soon as • possible. Many people who are new to find it hard or embarrassing to close the deal, or to actually ask the client for an order. In fact, some buyers will make a point of waiting to be asked before committing themselves, particularly with young or new sales people. If you are uncomfortable about asking outright for an order I take your order today?” then try: can I expect to – “Can – “When receive our order?” or would you like us to deliver?” Another approach is to ask the “When question: you see any reason why our products will not meet your needs?” If a reason is given, “Can then you have an open opportunity to answer and overcome it. If the client has no objections, then you have a direct lead in to asking for the order.
• Introductions – take note of who is present and their roles. Be wary if their roles are not explained at first as they may be the real decision-makers. • Briefly outline what you are offering and why it will interest the potential customer (the elevator pitch), then promptly ask the customer a question about their business – get them talking as soon as possible. • Listen out and probe for any problems or difficulties the customer is having: you may be able to sell them a solution, so look for ways in which your offering will solve those problems. • technical data unless the customer specifically asks for it – you can leave technical specifications with them at the end of the meeting. • Check to ensure that you have answered all of the customer’s questions; remember that if the customer’s response is: “Just put some information in the post”, this often indicates that the sales opportunity has passed. CLOSING THE DEAL. • Sell your product on benefits and solutions – emphasis quality and for money, not price. • Check that the benefits and solutions you’ve outlined meet the customer’s need. • Ask the customer if he/she agrees that your offering can provide what is needed, and check that he/she has no doubts or reservations about this. • Talk about costs and delivery times – but don’t mention discounts. • Most importantly, ask the customer for the order. • If the customer declines, ask why. • If the customer places the you can discuss costs and delivery arrangements. • At the end of the meeting, thank the customer for the order and for taking time to see you. • After the meeting, confirm details of the order and/or respond to any queries as soon as possible. Many people who are new to find it hard or embarrassing to close the deal, or to actually ask the client for an order. In fact, some buyers will make a point of waiting to be asked before committing themselves, particularly with young or new sales people. If you are uncomfortable about asking outright for an order – “Can I take your order today?” – then try: “When can I expect to receive our order?” or “When would you like us to deliver?” Another approach is to ask the question: “Can you see any reason why our products will not meet your needs?” If a reason is given, then you have an open opportunity to answer and overcome it. If the client has no objections, then you have a direct lead in to asking for the order.