Making Sense of Healthcare Reform
July 5, 2012Business Management: What Sets You Apart?
July 9, 2012
Maximizing your sales potential should always be one of your top goals. You need a way to prioritize your time and be more effective in recruiting long-lasting relationships with your clients. The following sales tools are easy and efficient ways to optimize your time and effectiveness.
Make sure you know who you are talking to.
This requires gathering information on the organization that you’re calling on. After researching their main mission, how they work, how professional they are, what tools they utilize, and their current financial situation, begin preparing for an upcoming meeting and dialogue with their economic decision maker.
At this point you have to make it clear that you are a Business Service Consultant, nothing more, nothing less. Demonstrate your comprehension of their current situations, and before long they realize how capable and credible you are. These Economic Buyer sales calls are the most important aspect of the entire operation, and one of the most important sales tools you have in your arsenal. That is why they must be planned with the utmost scrutiny.
Set a Goal.
From the start, you should have one goal in mind, and you should structure your questions to get the answers you need. It is helpful to target the Buyer’s prospective goals for the future. It is also important to ask what they expect from their partners. This information helps you get your foot in the door.
Unless you know the Buyer, introductions go sour and are unnecessary. Discussing local markets and economies, and how it relates to the Buyer, is also one of the sales tools you should utilize.
Avoid unnecessary jargon or technical terms, which can halt the entire process and jeopardize your credibility. This is where planning comes in handy.
Interviews should last about 15-20 minutes early on. Though familiarity can be a good thing, try to not waste the Buyer’s time.
Respect the gatekeeper.
Others often overlook the importance of respecting the assistants. They are the ones who let you in the door, and if you get on their bad side it is all over. Letting them think they are in charge gets you in, so you can get straight to the point.
Follow-up.
Once you are finished, after every meeting, make sure to send a quick note detailing the next actions to take, setting up a follow-up meeting, and always thank them for their time.
Would you add anything to these tips? What’s worked for you, and what hasn’t? We’d love to hear from you. Leave your suggestions, in the comments below.
Image courtesy of Alan Cleaver