YOUR FIRST CONVERSATIONS WITH A POTENTIAL CUSTOMER LAYS THE FOUNDATION FOR SALES.
Sales Professional: What are steps for developing sales opportunities?
- What does it take to have a goal in mind?
If you don’t know why you’re talking with a customer, the conversation will probably be a waste of time: yours and the customer’s. Have a reason for calling, even if you’re only calling to do some relationship building
- What quick research can you do?
Before contacting the customer, find out if there are any recent changes in the customer’s business or industry. Check three places: the business news, the customer’s website, and (if it’s already a paying customer) inside your own company.
- What can you do to plan the conversation?
Three important planning tips: Keep your list short, Don’t rehearse & Ask open ended questions to collect information and understand gaps
- What can you do to take good notes?
Your record of the conversation is as important as the conversation itself. If you don’t take notes, you probably won’t remember what was said or what commitments you or the customer made to each other.
- What do you to close on next steps?
At the end of the conversation, obtain a commitment from the customer to move to the next step.
- What do you do to document the conversation?
At the end of the conversation, use your notes to compose an email to the customer summarizing what you learned and repeating any commitments that were made
Don’t wait for extraordinary opportunities, seize common occasions and make them great – Orison Swett Marden.
(to be continue)
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