As I’m sure you’re aware I’m a strong proponent for being as prepared as possible before every prospect meeting.
I’m not really big on being surprised so I do my best to know as much as possible before every discussion. Not only about the company account but the contact I’m meeting with as well.
For a net new prospect account this might include any news on major deals they have recently completed. How many residential units or commercial leases they have. Or simply the number of properties they currently own.
For the prospect contact this might include where they went to school. Where they’ve worked in the past. Or even what kind of hobbies they enjoy. These details can be easy or hard to find depending on the contact.
LinkedIn is my go-to source for finding most of these details. If you need help with LinkedIn be sure to check out my free eBook by visiting the above page appropriately titled Free eBook or by simply clicking here.
So why do I feel it’s important to prepare like this before every meeting? Well because they’re often as prepared as you are.
In fact, they’ve probably spent their careers preparing to talk to sales people like you. They may not know the above items about you or your company, but they sure do know how you’re going to react to their objections.
What They Know
Believe it or not prospects already know, to a point, how you will respond to their objections.
When they say your price is too high, they know you’re respond by offering a lower price.
When they say they don’t like the color of your product, they know you’ll offer up other color options.
When they say it’s too big, they know you’ll offer them something smaller.
It really doesn’t matter what your product is. They know that any sales person they put these objections in front of will offer up an alternative. It’s how they’re trained.
What Now?
Well now that you know one more thing that is likely to happen during a sales discussion you can better prepare yourself.
You can better prepare because you know they will ask those questions that every prospect asks.
~ Johnny Bravo
Image courtesy of podpad / FreeDigitalPhotos.net
{ 0 comments… add one now }