Question

Assume that you are a salesperson who calls on retailers. For some time you have been attempting to get an appointment with one of the best retailers in the city to carry your line. You have an appointment to see the head buyer in one and one-half hours. You are sitting in your office. It will take you about 30 minutes to drive to your appointment. Outline what you should be doing between now and the time you leave to meet your Prospect.

Answer 1

THINGS TO DO BEFORE MEETING THE PROSPECT

1) GATHER MATERIAL ESSENTIAL FOR THE MEETING- Salesperson should always arrive prepared with an agenda. It doesn't matter how simple the discussion maybe, a salesperson should begin with a simple outline of talking points. It serves as a great opportunity for him to differentiate himself from competitors, communicate his level of brand awareness and determine the focus of discussion. A salesperson should prepare the agenda before the meeting and prepare a hardcopy for everyone attending the meeting.

Other questions to consider-

• Am I walking my prospect through a sales presentation?
• Do I know what, if any, technology limitations are there in the office?
• If a screen is not available, do I have enough hard copies of my presentation for everyone present in the meeting?
• Can I articulate how I am different and better than my competitor?

PRACTICE THE PURPOSE, BENEFIT, AND CHECK

Purpose, benefit, and check is the easiest way to begin a sales meeting. State the purpose, benefits that everyone in the meeting is hoping to receive, and check if the group is in agreement.

REVIEW THE MEETING ATTENDEES- Before going for the meeting-

• Find out who's the decision-maker.
• Find out what process they normally go through regarding a new vendor.
• Find out about their time frame.
• Find about the allocation of the funds.
• Find out their specific needs.
• Think if they could change something about their product, what it would be.

Write down the important items which retailer has stated are important to him

Before going to the meeting take 5 minutes to think about what items are most important to my prospect which they told me in the previous conversation about their priorities. In the meeting, speak directly to these priorities and make the prospects feel heard and understood.