There is nothing worse than going to catch up with someone, or showing up at a social function, only to find out that there was a hidden agenda to sell something. Imagine being invited to a dinner party only to be offered a great ‘business opportunity’ in a multi-level marketing business or a time-share resort. It is a nightmare, and many of us have lived it.
And unfortunately, when we’re not clean with our set up, this is exactly what we are doing to our prospects. Perhaps not quite as bad, but definitely in the same spectrum. Too many people will set up a sales meeting with a loose invitation to catch up for a coffee. The meeting won’t be powerful and will feel sleazy. You know you are there to sell something but can’t be too overt about it because the meetings intent wasn’t set up properly. The sale part of the conversation will be weak, and the experience wont be great for either of you.
You’ll end up catching up for half an hour, talking briefly about what you actually want to sell, and not getting to the invitation, let alone to a decision.
The conversation before the actual meeting needs to be a clean set up. Be upfront and transparent about what the meeting is about. If the purpose of the meeting is to tell the prospect about what you are offering, to find out if they need it and to make a commercial offer, make sure you communicate that. Both parties need to know beforehand what is on the agenda.
A clean setup makes everything else much more powerful.
Next week we are going to delve into the elements required during the sales meeting – selective, dance and clicking..
We believe you need all six platforms to make a business hum. A black belt salesperson uses these ideas to tilt the table of sales to their advantage and by doing so to affect their results and the success of the business they work within. They do this, not by a few percentage points, but by a factor of ten. One salesperson operating from this space is worth ten who don’t.