Imagine walking into a meeting knowing exactly what makes your prospect tick. Sounds good, right? This video shows you how to prep like a pro for any new opportunity.
For more strategies like this, check out my sales tip video library on YouTube…
It dawned on me the other day that we, as sellers, don’t often do enough prep before meetings, and so the next two videos are going to be focused on prep.
First of all, I want to focus on prep for a brand new opportunity.
So an opportunity where you’ve never met them before, or maybe it’s a client you haven’t done business with in a while and this is a new opportunity resurfacing.
Or it could even be a new buyer within an existing customer, a different department, or a different region.
There’s three things that you really need to prepare for.
You need to understand what big changes, positive and negative, are going on in that customer’s, that prospect’s industry.
So are there compliance issues? Are there new laws, regulations? Is there you know, societal or political pressures? Are there environmental impacts? Geopolitical situations? You have to know positive negative going on in their industry.
Second thing you need to prepare for is what are the company’s business initiatives.
So these are things you can often find by reading about the company.
Do they have key business initiatives that they’re looking to accomplish in the next year? Maybe they’re tied up in their values or their mission statement, or maybe they’re on their website as part of their, quarterly or annual reporting.
The third thing that you need to prepare for is what’s going on in your prospect’s world, in their job, in their role in the group that they lead, that could possibly be driving them towards looking for a solution.
Now, if you don’t know that third thing, it’s your job to find out early in that sales cycle.
But remember, if you can help the customer understand and navigate all the challenges, positive and negative challenges that they’re facing in their world and the markets that they operate in, and show how you can tie that back to their corporate initiatives, then you have the makings of huge value.
Don’t forget to check out: Prove It!!