Successful sales meetings (2)

We've all had those meetings where we conclude with the best intentions of 'doing something together'. When selling the important thing is to manage the meeting and the agenda without being over pushy. After the introductions, just a few minutes on the weather and the traffic is enough and that its best to get to the business as soon as possible. This shows respect for the potential client's timetable and is more professional. It is really important to get the client tp talk about their business, issues and needs as soon as possible. There is a real danger that if you put all your wares on the table first that the client may say 'I don't really need any of that!' You can't simply say 'Oh, I've got some more out the back!'

It's good to suggest an agenda at the beginning and say something like 'it would be really useful to get a better understanding of your business and the sort of thing(s) you are looking to do.' Take notes and highlight any areas where there might be opportunities, so that you can come back on these. Remember that you are trying to demonstrate your ability to deliver. It's good if you can then start to offer some advice, consider different options, signpost the client to other services and contacts (that don't conflict with your services) and generally show that you REALLY are trying to help.

Finish with an agreed action that will take you to the next stage.

Photo courtesy of http://www.freefoto.com

Successful sales meetings (1)

My primary task in telemarketing is to get the appointment. This involves using certain skills to leading to a point where there is interest in going to the next stage, i.e. the meeting. However, it's equally important that whoever attends the meeting ensures 'closure' to take the relationship further. Closure is not just about getting an order, a sale or of piece of work. It's about understanding the potential clients wants, overcoming objections, looking at options and moving to the next stage which might simply be another meeting or a proposal.

And remember, when your potential client is creating objections this can often be a buying signal. It is important to overcome these objections and always ensure that when you finish a meeting its not a question of simply 'keep in touch' but that is a clear action to follow up and you are moving to the next step.



Next I will talk about techniques in selling. These are not 'tricks' but a means of giving a meeting structure so that the outcome benefits both parties.

How easy is it to get appointments?

Cold calling and telesales are words that conjure up images of scripted phone calls with a view to getting an immediate sale or appointment. Good telemarketing is about building relationships. It's about creating confidence and trust whilst giving the understanding that 'we would like to do business with you' in a professional way. Some of the best and most successful appointments I have made are the ones that have taken two or three calls. This is usually the initial call, perhaps followed by an email with information on the client I am working for. I then call back to discuss that information. All this time I am trying to build that relationship. If there is not a deal to be done just then at least I have someone who will be happy to speak again. Two of the biggest contracts I gained for Moore Fleming took several months.

Oriental Club London 1st March 2012

Audit Briefing at the historic Oriental Club London 18th April 2012

Following the success of the last event, there will be another audit briefing for heads of Internal Audit Teams of large corporates hosted by Twice2Much and facilitated by Maximise at the wonderful Oriental Club in London's West End. Starts at 6.30 on the evening of April 18th 2012 by invitation only. Please contact me if you are interested. This is a beautiful and historical venue for this event.

This will be a succinct yet very informative briefing and great opportunity for networking in a relaxed format.

Twice2much is dedicated to helping organisations recover lost profits. Their in-depth Accounts Payable Duplicate Payments Audit & Recovery 'HealthCheck' examines every single aspect of a company's procure-to-pay process, allowing them to identify - and recover - any overpayments or unclaimed financial benefits. What's more, they operate on a contingency 'no recovery, no fee' basis.