Your prospective customer decides to meet with you. This occurs usually after months of phone calls including research to find out who the real decision maker is...the person with the power to buy.
The social aspect of meetings with customers can't be overlooked. It's a competitive world...all things equal, you must be able to socialize effectively with customers.
Many times being social takes you off track. High-end sales require frequent meetings with prospects. Large customers usually expect lunch or dinner. During the course of a meal you must not strictly talk business or you will never meet with them again. They want to get away from business stress and talk about things they enjoy. You have a powerful opportunity to become their friend.
During the social period you must listen and record everything that pertains to the products they use. You must commit it to memory and write extensive notes immediately after each meeting. Extensive notes aren't as difficult when you use JORG online video sales presentation brochures. You need only to record the links that pertain to the products your customer will need.
One day your prospect looks you in the eye and professes that they enjoy your meetings and want to give you the opportunity to do business with their company.
Now, you must mix social and business communications without becoming too serious, or you will sour your friendship. Conversely, you must totally focus because this may be the first time they considered you professionally. Now their professional well being may depend on your knowledge and abilities...you are under the microscope.
One stupid impertinent remark might destroy your opportunity. You may be replacing a supplier they know is reliable. They must believe in you and at this point they are looking for any negative indications. Other members of their group and frequently their bosses now attend meetings. They don't know you and they are not your friend.
Information you collected over the course of your meetings is most important and all along you should have been building presentations based on that information.
JORG online video presentation brochures are already in place
You and your people will never have to build presentations again; allowing TOTAL FOCUS on selling
