Sales Quote Of The Day
“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”
Today’s Sales Nugget
This week was interesting, I had two meetings and as always just before going to the meeting I did my bit of preparation. I went to their website to look for their vision and then tried to find their growth plan. The next thing I did was to know what the employees feel about their organization. I did some search to learn that the organization had a very poor culture. Their overall senior leadership had a very bad reputation among the employees. This was the data available on one of the website.
The question that haunted me for a while was whether to let this feedback over-power my intention to serve the client or should I be prepared to handle this with care. I chose to handle them with care.
At the end we chose not to do business with them. We told them “NO”. We as a team had some great learning during this entire episode.
Here are some of learning:
Whether in B2B or B2C, if you are going to meet a potential customer with all the excitement to serve them. You focus on how you can solve their problems. But in this excitement do you miss out preparing for your customer?
Knowing your customer before hand gives you a great advantage. It helps you to know the product/ service fit, kind of objection you might face, close the deal with ease or you may as well decide to tell them no. Know them well so that you can find the right fit for them.
What are the things you must know?
1) What is the customer’s priority? Are they looking to solve the problem or are they looking to just look at stop-gap arrangements?
2) Is the leadership involved in the decision making process?
3) What is the life time value of the customer?
4) Currently are they using any of similar services/ products?
5) Why are they looking for a new(change) service/ products?
6) Who influences the decision?
7) How invested are they to resolve the problem?
Next time when you go to meet with your potential customers, prepare well. Get set to ask the right questions to lead the conversation.
Proper Preparation Prevents Poor Performance. PREPARE Well.
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