Presentation on theme: "Making the most of your Meet the Buyer appointments"— Presentation transcript:
1 Making the most of your Meet the Buyer appointments Closing the DealMaking the most of your Meet the Buyer appointmentsSeamus McAdamsi2 TOTAL MARKETING#DCCBOP @DCCBOP
2 Areas to be covered What is Selling? Your Sales Presentation – creating a positive impression with buyersClosing the Meeting & Following Up
3 Event Format Pre arranged, private meetings Meetings last for 15 minutes only,Move on to your next appointment.So,Focus, punctuality and precision is the key!
4 Purpose of the Day To make Buyers better aware of your work. To develop new business relationships.To increase your sales.
5 What is Selling? + Understanding what customers are trying to do Helping them to make buying decisionsthey consider sensible
6 Unawareness Awareness Interest Active Interest Purchase The Buying ProcessUnawareness Awareness Interest Active Interest Purchase
7 Meet the Buyer – What the buyers say! Listen to usHave your research doneKnow what you want to knowPractice your questionsAvoid “war stories”Follow up with any contact as discussedTry to be as quick as you can
8 What’s preventing you from winning sales with corporate / public sector? Discuss amongst yourselves in groups of 2-3 what you think is stopping you sell more to the public sector?
9 It’s all about: Knowledge Skills Attitude Is your attitude in good shape?
10 Knowledge What do you need to know? About the buyer (the actual end user as well as the buyer you meet today)The contracts out there and renewal datesWho is currently delivering them?How strong is the competition?What changes are taking place?
11 Skills You need to know how: To research the buyer, the competition and the marketTo be able to match suitable products and services to different marketsThe buying process works for each buyer
12 Attitude You need to be: Positive Determined Self Motivated Able to get along with peopleOpen minded & FlexibleConfidentFearless
14 1. Preparing for the Sale Who am I going to meet? Get the buyer name and organisation right!2. What message do I want to deliver?What products/services am I selling today?Are they relevant to the buyer?What Questions do I need answeredWhat support material will I need?Prices?Remember - 20 minute meeting!
15 Purpose of the Meeting - AGENDA? To inform them about my company.To introduce and gain feedback on products & services.To find out what/who is involved in the buying process.To find out what next stage is.To close the sale?
16 By the end of the meeting, the buyer needs to know: Who You AreWhat You DoWhy They Should Use You (benefits)What follow up to expect, if any
17 2. Approach - First Impressions Count Personal Presentation – Well GroomedManner – Relaxed, ConfidentBe organised – Visuals Aids/Samples/PricesBe clear and succinctSet the agendaControl the meeting with questions
18 2. Approach (contd) Use active listening – listen twice as much as you speak!
19 3. Identify Customer Needs Why?Knowing more about your customer than your competitor, will mean that everything you do will be better directed to meet the customer’s needs and result in a successful sale.
20 Identify Customer Needs How?Do research on each buyer before the event.Visit their website to get a good idea of their customer needs.Read the Buyer Profile.Prepare questions in advance of meetings.
21 Ask Open Ended Questions During the meeting, probe with open ended questions i.e. ones that don’t require a yes/no answer.Who?What?Why?When?Where?How?
22 4. The Persuasive Presentation Aim to make what you sayUnderstandableAttractiveCredible
23 Make it Understandable Think about explanations and descriptions - try them out.Make explanations thorough and precise, providing only appropriate level of detailMatch the level of technicality to individual buyers’ knowledge and experienceAvoid excessive use of jargon
24 Make it Attractive“People don’t buy products or services, but what they do for them”Explain the features - Sell the benefitBenefits must be matched to the individual needs of the customerBenefits must be clearly described and illustrated to add power to the caseSell the price (don’t defend the price)
25 Make it Credible By Indicating: Who you supply, customer reference lists can inspire confidence.How long you have been in business.Where you trained/worked before.Awards you have won/special commissions.Why you think your product/service is suitable to the buyer
26 The Persuasive Presentation - Samples Use good, clean, presentable samples (no defects, scratches or fingerprints)Let the customer look at them uninterrupted.How you hold and present your product will speak volumes to the customer about how you feel about it.Only move on in the discussion when their attention returns to you.Remove the sales aid so that it does not distract.
27 Active listening When buyer is answering your questions: Demonstrate you are interested in what buyers say.Maintain eye contact, take notes.“Mirroring!!!”Think about what your customer is saying and what products/services you offer that are relevant to them.
28 5. Handling Objections Objections occur in every sales meeting Don’t be surprised, be prepared!
29 Handling Objections Buyers use objections to: Consider both the positive and negative aspects of the offerTake a considered viewGet you to talk about specifics (that are not necessarily part of the planned presentation)Clarify points not fully understood or adequately coveredAssess you and what is being offered
30 Handling Objections Regard them as a sign of interest, an opportunity List previous objections and anticipate new onesPrepare clear, succinct and persuasive answersDon’t let objections deteriorate into arguments
31 Handling ObjectionsEstablish the real objection and clearly acknowledge itDeal with the objection immediatelyAnswer the objection completelyCheck that the customer is satisfied with the answerMove on
32 Handling Objections Dealing with the Price Objection Know your product and why it is more or less expensiveKnow your competitor’s product and price and why it differsFocus on quality, performance and “enhanced” benefits of your productSell “Value for Money”
33 6. Methods for ClosingDirect request -¨ Shall we go ahead?’ ‘How much would you like?’ ‘When shall we start?’Command - ‘Lets get this organised;’ ‘let me have written confirmation and I will put matters in hand’Immediate gain - ‘If you give me the go ahead now, then I can have it up and running by the end of the month’Fear close - ‘If you are not able to give me the go-ahead today, that deadline is really going to cause problems’
34 Methods for ClosingAlternatives - ‘Would you like 10 or 20?’ ‘Do you want to schedule this for this month?Summary - ‘So, you are happy with twenty of these and twenty of those in different colours When would you like them delivered?Assumption - ‘Right, we seem to be agreed. Let me get the documentation sorted and we can go on from there’
35 Always close and always do it confidently and positively
36 Keep Good Records Do up a "lead card" which contains: the person's name, title, address, phone number, address (all these can come from a business card)needs/interestsbudget and timingUse this info for your follow-up
37 FOLLOW UPRemember It takesup to14 separate contactstosecurean order.
38 Don't let your leads get cold! Devote MORE time and effort following up your leads as you did for the MTB event.Generally the first contact should be in writing/ within the first week.Your letter/ should be an acknowledgement of your meeting and the subjects discussed
39 Your prompt handling of requests for additional information will show potential clients you value their time and provide quality customer service.
40 Good Luck! Thank you for Listening Seamus McAdams i2 Total Marketing #DCCBOP @DCCBOP