Jen Gluckow is the guest for this episode where she’ll give awesome tips about “preparation”.
What’s the single most important part of the way that you prepare for a sales meeting?
Scott Ingram: Welcome back to the Daily Sales Tips Podcast, I’m your host Scott Ingram though I’m barely needed today because Jen does a great job of introducing herself in today’s tip:
Jen Gluckow: Hi, I’m Jen Gluckow, founder and author of sales and in New York minute and the founder of cash flow to CEO. This is a sales tip that’s an excerpt from my new book that is released in January called Sales in a New York Minute sales preparation. Get Ready, get set, get more ready. The hardest part is get ready in sales, it’s known as “preparation”. When asked most salespeople, if not all would say that they know preparation is important, but most salespeople, not you, of course, are not preparing the right way for meetings, potential sales calls, and networking events. So, I’m going to tell you how to prepare. Number one, prepare in terms of them, two, ask your friends if they know someone or something about your potential customer. If you have a good circle, the likelihood is somebody knows somebody. Three, make a short slide deck that clarifies your ideas, four, keep thinking about it and document your thoughts immediately being ready, communicating and presenting with excellence and personalized interaction leads to a memorable sales and networking experience and the sale in a New York Minute. Now I’m going to break it down even further so you know what to prepare when you meet with your customer so that you’re ready for the sale: preparation A, attitude. You need the right attitude all the time to win the sale and for most people, especially if you grew up or I live in New York City, that attitude is not always natural. It’s something you need to work on every single day because the key is consistency. Preparation B, be brief and believable. Tell your story how you, your company, your products, your services, help your customer be brief or they’ll lose interest. To be brief, you need to practice and to be believable, you need to believe. Preparation C, customer connection. 10 years ago, making a customer connection was harder than it is today with social selling. The information you need to make a customer connection is at your fingertips. Literally. All you need to do is google them before your meeting, use Google, their website, their blog, their social media, LinkedIn to find out what’s important about them and to them. Preparation D, meet with the decision maker whether or not you’re meeting with the decision maker and I hope you are, be prepared as if the decision maker will walk into room. Preparation E, engagement and enthusiasm. The best way to engage is to be prepared with questions, information, and ideas about them. Ideas that demonstrate you’ve done your research and make them stop and think and respond in terms of you. Preparation F, focus, friendly, find the motive. Focus on the meeting outcome, create dialogue and interactions to get you there. Be as friendly as you can be without losing your sincerity and uncover through questions, preparation why they want to buy. Their why is your answer to when and your answer to urgency. Preparation G, give value. The only way to do that is to figure out what the prospect perceives as valuable. If you think you’re providing value in the customer does not perceive it to be, then it’s not value. Value is not a proposition. It’s an offering that helps them in their effort to succeed and last, preparation H, if you’re not prepared enough at the end of preparation G to make the sale, then you’ll certainly need preparation H. Symptom? You’re sitting at your desk too much and need to get off your butt and get to work. Now you have all the ways to prepare. Go make a Sale In a New York Minute.
Scott Ingram: Jen has a ton more tips in her new book: Sales In a New York Minute, and you can win one of the two copies that Jen has so generously offered to engaged listeners to this show. All you have to do is answer the question: What’s the single most important part of the way that you prepare for a sales meeting? We’ll choose and announce the winners one month from today. The first winner will be the person with the most highly rated answer to today’s question and the second will be chosen randomly from the rest of the comments. So head over to DailySales.Tips/12 to contribute to that discussion. That’s also where you’ll find links to Jen’s various social profiles. You’ll see that she’s very social, and of course,e a direct link to buy a copy of Jen’s book: Sales In a New York Minute.
Once you’ve bought a copy for your extensive sales book library come on back tomorrow for a tip on creating more compelling proposals from Reuben Swartz.