Sales Tips for Business Models by Jean Louis Lequeux is available under the terms of licence Creative Commons Authoring – No Commercial Use – No Modification 3.0 Unported.
Based on a works at saleswares.wordpress.com.
Authorization beyond the scope of this licence could be obtained at http://weltram.eu/contactus.aspx.
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Leads
The preliminary step consists in Lead Generation. Prospection tools and methods depend on the domain and the period of the year. Leads may come from
– Bus Phoning
– Exhibitions
-Partners’ indication
– Etc.
Preparing the first call
Whatever the origin of a lead, yhe first call is very important: the first impression the customer has is definitely determining the continuation of the contact. Even if a bad impression doesn’t necessary means a final failure, it is always very hard to transform an initial bad impression into a success.
There are ten key issues to keep in mind before preparing your fist call:
00] Define the scope and the limit of the call, only for you, before the meeting. They are generally commercial constraints predefined by the Company’s policies.
01] Agenda!
– Define agenda
– Time or document length and their type: set your argument timing and length
– Propose first!
– But always accept customer’s constraints and adapt to optimal length as perceived by your customer.
02] Listen!
A good salesman listen his customer in order to:
– understand his needs
– know what his motivations are
– know more about the context
03] Reformulate
Don’t hesitate to reformulate ach time it’s necessary…
04] Synthesize
05] Find your interlocutor’s points of interest (POI)
06] Find your interlocutor’s Show Stopping Points (SSP)
07] Quickly eliminate SSP:
– if possible: OK
– if NOT: mitigate the case of your offer
08] Focuse on his/her POI
09] Find decisional issues
10] Close discussion positively
– Get your contact adheres to your position
– Make sure the closing is positive, i.e. make sure you will be welcome back.
Then, fix a second meeting on your agendas
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