Using a series of simple drawings, here is one way to understand an ideal sales meeting.
Introduction Tell them who you are, find out who they are, exchange business cards and pleasantries.
Rapport Building A customer/vendor relationship is best if it’s long term, so get to know each other a little first. Remember, you’ve got something they want (or are at least curious about) and they definitely have something you want!
Situation First, find out what their current situation is – existing supplier/solutions, and some details about them.
Problem If their solution was perfect, you wouldn’t be there, so look for chinks in the armor. Slow delivery, poor reliability, inattentive service – any crack in the egg.
Implications Problems cost time, and money, and morale, and productivity. Ask questions to help them understand just what the implications of their problems are – and how much it is costing them.
Need/Solution Now you have clearly identified what their need is, and you can start describing what the solution is.
Presentation Here is where you get to really shine, and go all out to describe how your product is going to make them money, save them money or (preferably) both (remember, time and happy employees also = money!)
Ask for the Sale Don’t forget, don’t leave without having at least asked for the order, or gained a solid commitment, I.e. “If all the numbers work out, is there any reason why we can’t do business?”
After Sales Service Be sure to actually do what you have promised. If you can’t, you won’t be around long – under promise, and over deliver!
Wasn’t that fun? So next time you have a sales meeting, or training session where everyone’s eyes are glazed over…