Good morning Reader Building a good first impression with new buyers is vital if you want to turn them into customers. Here are 3 Sales Skills that I use in First Sales meetings that help earn me ££ and save time. You very rarely will do business on the first meeting but you can sure lose the opportunity to work with someone. Reading the room - Assess before engaging First meetings are always about assessing the other person and their personality style. I smile initially, ask an open question such as ‘How’s your day going so far’ or ‘Where are you based’ and wait for the response. Are they friendly and engaging or a bit cold and standoffish? Based on this response, I then know whether to continue building rapport and engagement or whether I need to focus on getting down to business quickly. People normally fall into 1 of 2 categories. They are either task- or relationship-focused. Knowing this from the get-go (it can sometimes take 1 or 2 other questions) allows me to get a sense of their personality and how to then take the conversation forward. This simple technique allows me to adapt my approach moving forward which gives me a far greater chance of winning the business.

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Not talking about what I do

First meetings are never about me or what I do. I may at the end of a conversation talk VERY briefly about who I am but I focus 90% of the conversation on the other person.

• What made them want to meet?
• How are they dealing with x challenge that I know is going on in their industry?

I have a list of questions which I have researched (based on what I know is going on in their industry) and then used to get their views on. Even those who are reluctant to talk will share thoughts about their situation if you show you understand them.

If I get asked to talk about what I do, I will always say ‘I am happy to share more about the value I offer in time but it may be that what I do isn’t suitable for you. So let me understand more about you and what you want to achieve and we can then in time talk about what we offer'.

Using this phrase works, it puts the other person at ease and allows them to continue sharing their current position.

Qualifying - Time is money

First meetings are about knowing whether it's worth committing more time and energy to carry the discussion forward. When you ask questions and get a better understanding of the person, you get a good sense of what they value and what they don’t.

I know what I do and the value I can bring and so when I gauge their actual position, I can assess whether they are going to be a fit to potentially work together. If not then I can suggest that I am not right (and save time to engage with others I am right for) and if I am a good potential fit then I can arrange a further time to talk.

You have to do this with subtlety and empathy. People don’t want to think you just want to speak to them for money. But if you do it well then it will save you time and time is money!

Use these simple 3 methods in your next calls with buyers and let me know how you get on.

Until next Saturday, stay focused on becoming a fly on the wall on the brain of your buyer.

James

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