Thursday, January 28, 2010
Wednesday, January 27, 2010
At your first customer meeting, don't do a "show up and throw up" (see previous post), but get to know the person you are talking to:
1. What is her/his role at the company?
2. What is her/his decision power?
3. What are her/his goals for the current (and next) fiscal year?
4. What is her/his dream for the company?
5. How did she/he get into that chair (previous jobs)?
6. What are her/his hobbies?
7. What does his family life look like?
Showing some genuine interest in your customer will help you build a more personal relationship. And, let's not forget, doing business is still a process of 2 people agreeing with each others terms and conditions.
Of course, you need to understand the following as well:
1. Does the customer have a business initiative?
1. a. What is the customer's business initiative?
1. b. Does the customer have budget?
1. c. What is the reason to change?
2. Can we compete for this opportunity?
2. a. Is our solution viable?
2. b. Do we have the resources to complete the opportunity?
2. c. What is our value proposition?
3. Can we expect to win this opportunity?
3. a. Can we impact the customer's decision process?
3. b. Do we have executive credibility and support?
3. c. Are we aligned with relevant executives?
Don't forget to align you sales process to the customer's buying process.
Image: Second Chance Office Support.
Tags: Sales, Sale, Customer, Customer Intimacy, Get To Know, Your Customer
Wednesday, January 20, 2010
Monday, January 11, 2010
A handshake is part of a first impression. You get one shot. No do over’s on this one - if you creepily go in for the other guy's hand again, you may inspire alarm. The handshake is a chance for you to connect with someone the moment of your very first encounter. Use this to your advantage. A handshake can at once be warm and friendly, which sets a great tone for the rest of your meeting.
1. Find a happy medium
Don't be too firm, nor too floaty.
2. Don't sweat it
A handshake should be over when it ends, not stick around with your sweat.
3. Calm with the palm
A solid handshake should last for about two to three shakes.
4. Eye contact
Eyes meet with the eyes, and hand meets with the hand. Looking a person in the eye exudes confidence and is much more respectful. Avoid looking down at the other person's hand while you go in for the shake - it comes off as insecure.
5. Say hello
A handshake is a greeting, so greet the person with a friendly, "Hello, it's nice to meet you." Top off the routine with a nice smile.
6. Show initiative
When you walk up to meet with an interviewer, extend your hand first. This shows that you are poised and ready to take action.
7. Seal the deal
A departing handshake reaffirms the kinship that you established with the other person, and serves as a final signing off.
Source article: Doostang.
Source picture: Newsweek.