When meeting for the first time, it is suggested to grasp the following three key points:
1. Conversation process
When meeting for the first time, we need to grasp the flow and rhythm of the conversation.
Sales should be a pleasant chat. It is also a technology. It is a combination of actions based on customer psychology and customer purchase decision-making process. Sales has its inherent laws and can be learned.
2. Building relationships
When you meet for the first time, you should pay attention to creating a good first impression (building relationships with customers). It doesn't matter, there is no sales. The internationally famous copyright course "Action Sales" believes that to sign an order worth 50000 dollars, you must first establish a relationship worth 50000 dollars.
What is relationship? The core of the relationship is trust and interest! The salesperson should pay attention to establishing and sublimating the relationship with the customer in every visit. After all, no one wants to talk business with people who are unfamiliar, who look uncomfortable, who are not punctual, trustworthy, unprofessional, untrustworthy and uninterested!!!
The way to build a relationship is to use some interpersonal skills, such as: positive attitude (smile/sunshine/humor); Sincere praise; Customer focus; Proper address; Show interest or talk about topics of mutual interest; Listen
3. Pay attention to questions
In particular, in case of complex sales (such as B2B nature), the focus of the first meeting should be to establish a relationship and make in-depth questions (listen to the customer), and understand the customer's "needs, budget, schedule, suppliers (competitors) contacted, decision stakeholders and decision-making process" through questions
Don't talk about the company and products at the first meeting like a non professional salesperson (without caring about customers at all).
When meeting for the first time, 70% of the time and energy should be spent on building relationships with customers and asking questions (especially by asking questions to care about customers' needs). As for the presentation, it only needs to pass by (you can talk about your company, products/programs in detail in future exhibition visits).
