2.2 Win your client's affection
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Transcript of 2.2 Win your client's affection
A VISUAL PRESENTATION BY SALESCLUES.COMCREATED BY INSTREAM.IO TEAM
www.instream.io www.salesclues.com
ON A BUSINESS MEETING?
HOW TO WIN YOUR CLIENT’S
AFFECTION
STEP 2PRESSURE
GOOD SALES PERSON = ADVISOR
ABILITY TO LISTEN AND SENSITIVITY
COMFORT TO DESCRIBE
A PROBLEM
SMOOTH COMMUNICATION AND FLEXIBILITY
CONFIDENCE TO ALARM ANY
ISSUES & CHANGES
SALESMAN CUSTOMER
GOOD SALES PERSON = PARTNER
I CAN ALWAYS COMMUNICATE
NEW CHANGES AND ADJUSTMENT
I HAVE UPDATED AND DETAILED
INFORMATION ABOUT MY CLIENT’S NEEDS
SALESMAN CUSTOMER
THANKS TO THAT
SO PUT NO PRESSUREPATIENCE AND HONESTY WILL PAY YOU OFF
MAKE CUSTOMER FAMILIAR WITH
YOUR BUSINESS
MAKE SURE YOU BOTH SEE PROBLEM
SAME WAY
EXPLAIN HOW YOUR SOLUTION
CAN HELP
PROBLEMS WITH DECISION MAKING?
BE HONEST ABOUT CHANCES
AND RISKS
MAKE SURE CUSTOMER
UNDERSTANDS THE PROCESS
DIFFICULTIES TO EXPRESS THEIR NEEDS?
ASK OPEN QUESTIONS
WHEN A CUSTOMER’S A SHY GREENEE…
REFER TO PREVIOUS DECISIONS
CONFIRM EACH STEP
EACH CUSTOMER IS ANOTHER STORY
DIFFICULTIES TO EXPRESS THEIR NEEDS?
ASK YES/NO QUESTIONS
WHEN A CUSTOMER’S A TALKTIVE SMARTASS…
OFTEN MAKE SUMMARIES
STICK TO THE TOPIC
SO PUT NO PRESSUREPATIENCE AND HONESTY WILL PAY YOU OFF
THANK YOU!THANKS FOR YOUR TIME
WE HOPE YOU ENJOYED IT!
www.instream.io www.salesclues.com
YOU CAN FIND US HERE