Regardless of how often you hold business meetings with people who make purchasing decisions, you need to prepare for each such event. If you are communicating with a potential buyer for the first time, this recommendation is especially important. The same applies to the last meeting, where the client will make the final decision.
The outcome of a business conversation largely depends on how thoroughly the company representative prepares. Remember that no experience guarantees success. Even if you have had many personal meetings with potential clients, you still need to prepare sales proposals. Some people have no idea how to properly plan such events. Be sure to set aside a few hours to prepare for a business meeting, even if the conversation will take a few minutes. Keep in mind that in some cases, planning may take several weeks.
A good example of a responsible linkedin database approach to an important event is the preparation of sports teams. A football match takes place in a matter of hours, but training takes place over several weeks or even months. Another good example is the pre-flight tests that an airplane pilot must conduct. If he does not do this, he risks dying. If a sales representative does not prepare for a business meeting, the deal may fall through.
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Let's list the main steps that need to be taken when planning an event:
Outline the specific objectives of the meeting.
Research the client's needs and formulate questions.
Prepare the visual part of the meeting (what you will show).
Try to anticipate any concerns or objections the client may have. Carefully craft your responses.
Highlight your competitive advantages.
Formulate the benefits that the client will receive.
Use the so-called "dollarized" method. In other words, analyze the amount of profit the client will receive for the investments made.
Develop a strategy for closing the deal.
Try to guess what unexpected situations might arise during the conversation.
Try to adapt to the emerging conditions. For example, if a few minutes after the start of the conversation the client agrees to your proposal, then do not continue the presentation, even if you planned to talk for a few more hours. Place the order and say goodbye to the new buyer. Do not pay too much attention to your plan. The client may offer an alternative option for cooperation. If it is beneficial to your company, then agree, even if the original goals were different.