How Salespeople Can Take the Lead
Not all salespeople will agree with what I'm saying.
Surely it's better to let the customer set the agenda?
I completely disagree with this. If you want to get results, you need to ensure that you control the customer's journey. The most effective way to do this is to set the agenda.
You will find life much easier if a prospect or client is doing things YOUR way.
Follow these three action points
- Write down an agenda before you start a conversation or attend a meeting.
- Present the agenda at the beginning of the conversation.
- Make sure you follow the agenda as the conversation progresses.
If you don't follow agenda setting you may end up with unintended consequences. You may have exactly the same feelings as the owner who has just seen their dog cover someone with muddy pawprints.
P.S. Get a buyer’s view of printing sales. Download Matthew’s free e-book “Ten Common Print Selling Errors and What To Do About Them” at http://profitableprintrelationships.com/e-book/
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."