Regardless of what sales process you are using, IPG’s R.E.A.L. tm Selling or any other, it is important that your first interaction with a client impress them and influence their thinking, whether it's just agreeing to another meeting or something more.
This is best done by having a dialogue, avoiding presenting too much and finding the right balance. It means avoiding the tendency of salespeople to go off on a subject they know they can do well, which stops the dialogue and becomes a monologue.
A great way to do this is by planting seeds during the dialogue and conversation. A seed is something you do well or differently, even uniquely. It is something that you might emphasize in your presentation or white boarding. An example of a seed would be:
- something your product does differently or better
- a story or anecdote about something you or your company has done for another company
- a personal insight about something in the application or industry you have done
- a question you ask that shows expertise or insights
- if you know your competition, a trap you can set without specifically mentioning your competition
- your financial stability or number of locations
These should be short and sweet, no longer than 30 seconds or a minute, and staying with the idea of a seed, in order to plant it the right depth, you should ask, trial close or confirm what they think about the seed you planted.
Seeds are also a way of giving something back to the person you are talking to vs. it just being an interrogation by just asking questions and then going into the big pitch.
So before you go into your next meeting, know which seeds you want to plant and when you think it best to do so. Your initial meetings will go much better and you will have more control and influence in your sales opportunities.