Being a sales representative of a company comes with lots of responsibilities. They are the revenue generators of the organization. The person going for the meeting with the client represents the company and they become the face of the company for that organisation. Hence the person has to be careful while dealing with each and every client , as the way the clients are dealt with, the same reflects back on the organization. The name and the reputation of the organization arehence always at stake.
After the initial challenge of identifying the prospective client and speaking to the relevant contact person at the clients end , it’s time to meet the client face to face.The process of creating a good impression has to be done methodically; the business development personnel should keep in mind certain things in order to have a lasting impression on the client.
Research about the client
The process of creating a good impression starts even before you have made the first call to your prospective client. Doing due diligence about the company as in what is the end in mind while talking to the them is requisite not only while meeting the client face to face but also when you make the first introductory phone call to the client. The phrase ‘First Impression is the Last Impression’ holds true in meeting the client for the first time.People first buy people and then only do they explore or engage in the Sales Cycle further.Researching about the client prior to the meeting makes a world of difference to the outcome of the meeting. There are various sources which can come handy in order to learn about the client.You need to have all the relevant updated data which would help you in conversing with the client and building the required rapport.
Ability to communicate
Have a Focussed Agenda
It is important to have a set agenda while going for a meeting. The agenda will help to define the course of the meeting along with the key points and would guide the participants of the meeting with regards to the purpose and hence their role. Having an agenda helps in making the meeting more productive as it becomes clear in the meeting what needs to be done and who is liable for the work to be done. This also creates a sense of accountability among the participants of the meeting. While writing an Agenda one should keep in mind that it should be specific, client-centered, and focused which enables a decision, one way or the other.
Preparedness
You have to do your homework thoroughly and be prepared for the meeting you are about to have with the client. Most of usare prepared for what we want to discuss but when the client asks us for anything apart from that we tend to fumble and the client’s query is left unanswered. Hence, it should be a practice not only to be prepared for what you want to discuss but also be ready for the queries which might come up. Being ready with all the sales tool kit/s while meeting the client is also essential.
Training given by the company to the sales personnel
Relevant trainings should be given to the business development personnel in successfully dealing with the clients. They should be taught that most clients don’t like to be sold; clients like the process of sellingi.e. discussing and jointly arriving at potential solutions so it becomes a joint ownership rather than a pre-set agenda. People who have mastered the art of selling don’t give the feeling that they are doing sales as they are planned, prepared and extremely organised in handling the clients and predominantly work on Enquiry rather than Advocacyearning the Trust of their clients in the process.
Apart from all the above hygiene issues such as being punctual for the meeting, being dressed smartly, speak in a polite manner are all required in impressing the client. Creating a good impression in front of the client is half the battle won. After that it is up to you as to how you carry forward the meeting with your knowledge and passion in what you are doing.