The first step is the ''Qualification of lead.'' This is also known as theater. Listen to your company, your colleague and listen to your customers. Whether the client or yourself who makes the initial approach, you will need to gather as much information as possible about them to determine whether your company will be able to meet their needs. You may not offer goods or services that are appropriate and it is better to be upfront with them immediately if so, otherwise will only lead to more problems down the line.
In the career of a sales professional you will have to learn that if in the initial conversation a promise is shown by customer, it's time to call up him once again to give detailed information about your business. However, do not go crazy and send many UN reports in depth, because people simply will not read in most cases. Your sales literature is one brief case study on your site, or some small pieces of promotional literature. The idea now is to really whet the appetite.
Preparation of the meeting must then be executed. If your interest has been maintained, you should make an appointment to see your client (or have them visit him if it is more appropriate). The appointment must be made at a time convenient to both parties and must be carefully prepared. They really know their business inside out, and are aware of the issues that are likely to ask questions about you and your products / services. Remember the old saying, good planning prevents poor performance. Develop a schedule so that you are clear about what you want to discuss, and make sure not to leave the meeting.
You are a sales professional so during the meeting be confident while talking to the customer and stick to your agenda. If the acquisition of the meeting is beneficial to both parties, then there is nothing wrong with it. It depends a lot on who you are meeting, but again remember to listen and be honest. In the selling jobs it is good to build a relationship with the client, but never lose sight of your intentions.
The initial meeting is usually not the best time to present the proposal to the client. It will require a second meeting, so that you can assimilate all the information gathered. Take time to produce a professional document to present to the client and be frank at all costs. Depending on the type of work they are doing, the time it takes to get the loan offered can vary, but this should be done as soon as possible. Make sure it is accurate and does not include everything the client does not expect to see.
The business is always the last step, but there are things that must be considered and need attention. After selling the product, you need to make a phone call to ensure that the customer is satisfied. They may have a number of objections or amendments they wish to discuss with you and you should be prepared for it. Again, listen and ask questions appropriate to deal with customer care. Do not keep the price reduction as well, so it becomes a profitable business for your company. You must come to a point where you walk away from a potential agreement in this case. However, if all goes as planned, the proposal is accepted by both parties. In the career of sales you will have to make sure that the contract is clear and fair to both parties to get the relationship off to a good start.
