Being friendly and professional - Pace it - not getting too personal just yet but being open and welcoming Building relationships and setting a strong foundation (This is the hardest part, sales people need to flex their skill to reading the person here) If they are the quiet type - be slow and thorough If they are a fast talker with lots of ideas - focus on the one that they are passionate about (read the person - body language, eyes, hands etc) If they are laid back and business orientated - then how it happens wont matter, they are results driven with the end goal If they are detail orientated/technical - Start at 30,000 foot level of how it all happens, and let them ask the questions/drive, if you present a super technical demo, then you are taking that control from them. These types of folks like to set their pace and have a bit of control.
Identify what is a win-win situation Presenting a prospects problems and leading all presentations or conversation from this problem Clearly communicating how and if you can solve that problem
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