|
My Approach It’s all about having a conversation with people, not selling at them!
|
|
Clients are impressed by suppliers who “know their stuff.” It is my job to ensure that this is the impression you give about your company from the outset; from my initial call, down to the information you take to a meeting or use for your follow up call.
Do you want your customers to buy your product or service because they need it, or because they are pushed into it? It makes sense to only go to a meeting with a client whose needs are understood & who has been properly nurtured and the opportunity properly qualified. I will do this. One of my clients says to her sales manager “Janine will tell you what the guy had for breakfast if you need to know it”!
I know making sure your product or service can benefit the target organisation in some way is key in any kind of sales, and often my role involves helping your prospective customer realise that!
I don’t use scripts. In a lead generation role, I use my initiative and ability as a quick thinker to identify and suggest areas of interest or pain, to listen to and interpret requirements; picking out the relevant aspects of the product or service I am selling to fit these needs.
Through this consultative approach I turn possible opportunities into well qualified leads; keeping the customer informed, and fully explaining how the service or solution will do what they need it to do.
|
