Preparation for sales is an important stage in the process of selling goods or services. A very illustrative example is the case that happened to Maxim Batyrev, the author of the book "45 Tattoos of a Manager". During one of the seminars that he conducted, enterprising young people approached him and offered to buy a corporate system. The cost of the deal exceeded one million rubles, which was quite significant at that time.
Therefore, Maxim approached the proposed contract responsibly, studied information about the company on the Internet, visited its website, read reviews, etc. That is, by the time he met with the managers, he knew the whole inside story of the company. First of all, he asked the sellers what they knew about him. At the same time, it was no secret to anyone that Maxim Batyrev by that time was already a person with a name - he won several competitions, was the host of a popular blog, and was actively promoting the ConsultantPlus system. This simple question took the managers who arrived by surprise, and they could not give any clear answers. Naturally, with this approach, the contract was not signed.
There are certain steps that must be taken before calling or meeting with a potential client in person. The main stages of preparation are listed below:
It is necessary to carefully dentist database study the website and social networks of the company or person who will make the decision on the transaction.
Monitor information about the company based on reviews from clients and former employees.
It would not be a bad idea to make a test call to the company as a regular consumer. This call will be especially valuable if you are going to sell them a product that they will subsequently resell.
Before starting negotiations, you should think through all the stages of the upcoming conversation. How to establish contact, how to find out all the client's needs, what you can offer at the moment, product support, what counter questions may arise? A clear and intelligible answer should be prepared for everything. A positive outcome of the negotiations depends on your knowledge of the information.
Be prepared to answer Maxim Batyrev’s tricky question: “What do you know about me?”
Don't forget about the sales mindset. It's no secret that everyone has good and bad days. If you didn't get enough sleep in the morning, it's raining or slushy outside, the car won't start, the taxi got stuck in a traffic jam and because of that you're late for work, then all the motivation to sell something disappears. Or, on the contrary, if you didn't get enough sleep, then that's good, I'll have time to do more, if it's snowing, then it means New Year's and presents are coming soon, etc.
In the second case, as they say, the work is in full swing, and the result will not take long to come. In one day, with a good mood, you can fulfill the weekly sales quota. To increase the volume of sales, you need to be able to tune yourself to the process, push your problems into the background, and try to move the income bar up. The ability to quickly recover psychologically after difficult communication with a stubborn client is also important.