There must be an objective for a sales meeting. Typically the objective is “to get an order”.
Richard Denny prescribes 7 classical phases of the sales meeting.
- Build rapport. People buy from people they like. To be like-able is key here. There is no exact science here, but do know that people like to talk about themselves and their company. So ask about them and their company. Use your own life-experiences to find common ground and to relate to each other.
- Make the opening statement: “I don’t know if I can sell you something, BUT, if you allow me to ask you a few questions, then I’ll be able to give you the honest and best answer…etc.
- For the rest – BUY THE BOOK AND READ IT. You will not be disappointed