Saturday, June 13, 2009

SALES - POINTS TO REMEMBER IN FIRST APPOINTMENT



THESE TIPS WILL BE USEFUL FOR FIRST MEETING WITH THE CLIENT. THE FIRST MEETING IS MEANT TO KNOW CLIENTS NEEDS AND TO BUILD RAPPORT.

THE CLIENT SHOULD FEEL THAT YOU HAVE COME TO HELP HIM IN SOLVING HIS PROBLEMS. HE SHOULD HAVE THE FEELING THAT BOTH HAVE TO WORK TOGETHER TO ACHIEVE HIS GOALS.

1)PLAN BEFORE YOU MEET:STUDY ABOUT CLIENT/COMPANY. SPENT SOME TIME TO PLAN THE MEETING.

2)TIMING:REACH AT LEAST TEN MINUTES BEFORE THE SCHEDULED TIME. THIS MAKES YOU FRESH FOR
THE MEETING.

3)RAPPORT BUILDING: REMEMBER YOU ARE UNKNOWN TO HIM. SO RAPPORT BUILDING IS VERY IMPORTANT. FIND SOME AREAS OF COMMON INTEREST. TALK ABOUT SOME THING ABOUT HIS OFFICE. TALK ABOUT YOURSELVES.

4)ASKING QUESTIONS: NEVER FORGET THAT
ASKING IS THE KEY TO SALES.
EXAMPLE 1)CAN YOU DESCRIBE YOUR BUSINESS?
EXAMPLE 2)HOW MANY EMPLOYEES WORKS UNDER YOU?
EXAMPLE 3)WHO ARE YOUR MAIN COMPETITORS IN BUSINESS?

5)KNOWING CLIENTS NEEDS:UNDERSTAND
CLIENTS NEEDS. MAKE HIM UNDERSTAND THAT
YOU KNOW HIS PROBLEMS. NEVER EXPLAIN YOUR PRODUCT UNTIL HE GETS THIS FEELING.
MAKE SOME NOTES WHILE TALKING. THIS GIVES CLIENT IMPRESSION THAT YOU VALUE
HIS NEEDS

6)PRESENT THE SOLUTION: NOW YOU CAN
PRESENT THE SOLUTION. MAKE SURE THAT
YOU PARAPHRASE IN BETWEEN THE PRESENTATION.

*****************HAPPY SELLING!!!!!!!!!!!!!!!!!!
*****************