As someone is preparing for a sales conversation, it is important for them to do a little background research on their client and the company they work for. This will help them be able to formulate more specific questions to the buyer. Bonding and rapport is a very important part of a sales conversation. It lets the buyer know that you are actually interest in them. It also helps you figure out if you think they would be a good company to do business with/ a good fit. Asking good questions is also a very important part of the sales conversation. It allows you to be able to dig for pain, or the problem that the buyer is having. It also allows you to gather knowledge on the buyer so that you know what solutions to give later.
The tricky thing about sales conversations is the matter of price. Price is a touchy thing to talk about for some people. It is best to not to give a specific price to the buyer. This could make you lose their business. Giving them a few price points ranges, or bracketing, is a smart technique to use. This will give them a rough estimate of the price without locking you into selling them one price.
Finally, it is important to try to set up an appointment with the client if they seem interested. By doing this, you do not seem too pushy, but you are getting closer to locking down business with the client. Getting the appointment shows that the client is interested in doing business with you and that you are interested in doing business with them.
BoweryJE22
I think background research can really set you apart from other sales people. It shows the client you care about their business and want to really understand where they are at. This extra effort may also assure them you are willing to work hard and do what’s necessary for a successful partnership.
Not only does it show that you care about the prospect and their business, it simply just helps you to have a better grasp on the prospect’s pain going into the sales meeting. Great post!