How to Start a Sales Meeting
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- čas přidán 23. 07. 2024
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VIDEO TRANSCRIPT
Hi, it's Larry Sharp at Neo-Sage. Here to tell you about how to start a sales meeting.
Now, usually when you meet someone, in their office or if they come to your office, it usually isn't for the first time. Often you've either talked to them on the phone, chatted with them through email, met them at an event, somehow this usually is almost like a second intro. So when you go into that second intro, there's certain things you want to start thinking about.
And the first thing is, when you walk in that door, you want to set the tone. And you set the tone by saying something positive. It doesn't matter what you say. You could walk in the door and say, wow, your assistant, she's really polite. You could walk in the door and say, this building is amazing. You could say, I used to live out here, I hope you did live out here, I used to live out here and play stick ball in the streets. If you're in New York obviously, right? You don't do that in Oklahoma, I don't think. Any case, so you can say something positive and something human when you first start the sales meeting.
It may seem cheesy, but then don't be cheesy unless you are cheesy. I want you to be you. Say something that you would say to be positive and to be human when you start this sales meeting.
Now people often say, have a seat, tell me about your stuff, tell me this, tell me that. And when they do that, we fall right in. We go, okay, yeah sure, absolutely. Let me get my stuff out, let me show you, let me do this. I want you to not do that. I want you to acknowledge whatever they say with something polite like, okay or I hear you or uh-huh (affirmative), or I understand. Anything you would say naturally to say to them, I heard what you said. And once you do that, still go into your positive message, your positive phrase, your positive sentence. No matter what. So you walk in the door and they say, You've got five minutes, tell me about your goods. And you go, sure of course, you know, your receptionist, she's really polite. Where'd you get her? Great.
In this case, though, this person really wants you to snap it up. They go yeah, yeah, yeah, she's wonderful. Have a seat. Come on you only got 10 minutes. They're very aggressive, very forward, they want stuff done. It happens sometimes. They're trying to commoditize you, right because it's in their best interest to commoditize you. But you have to stop them. You have to make yourself human. So the positive piece is the first step.
The second step is, I want you to try to give at least one sentence on something other than business. Now people will tell you, look around the room, find the baseball on his desk, and say oh you like baseball, me too. It's not what I want you to do. Specifically if that person sees lots of sales reps. If the person you're talking to gets pitched too often, every single person who walks into their office saw the baseball and said, oh you like baseball, me too. Don't do that.
Instead, tell them about something you like. Mention how the weather is nice. Mention how your baseball or football team did well, if you think the person may be a sports fan. Talk about something that happened in your life, a place you went to, some place you visited. Any of those types of things. Now I know what you might say, well, Larry what if I say something he doesn't like? What if I like football and he likes baseball? Or I went to the beach and he hates the beach? It doesn't matter. All I want you to be is human. I would rather him not like what you said, but see you as a person, versus see you as a commodity and maybe likes the baseball analogy you make because every other sales rep makes a baseball analogy and now he's made you a commodity, you're another sales rep.
Remember, you want to be human. It's easy for someone to dismiss a sales rep. It's not easy to dismiss a human beings. So try to get at least one sentence. And the reverse might happen. You might open up on the beach you went to last weekend and he loves the beach. He can't stop talking about the beach. And you're sitting there talking and chatting and you think, wow I'm winning. You are not winning. If you spend 20 minutes to half an hour talking about the beach, by the time you get to pitch, he's gonna be like oh this is great, what's the price now? You give him the price, thinking that you've won but you've built no value and you still lose the deal...
That was very clear and actionable video, thanks a bunch!
🤯 tremendous value offered her, THANK YOU
I loved the way to talk bro! appreciate you upload this value!
Great video, thanks! Educating and very entertaining at the same time.
great video, your delivery is awesome! I have a sales meeting later today
dude. like i learned more from this than i have from a lot of other similar videos online
One of the useful videos on the internet!
Thanks, for all pieces of advice and taking the worst-case scenario
Very good, thanks for sharing your knowledge!!!
On to the point video! thank you
Phenomenal advice❗️
Thank u very much Mr. Larry.
This guy's New York accent is hilarious. Also really smart advice, appreciate it!
Wow.. great stuff, this is what i was looking for. 😊
amazing , looking into the sales engineer career thank you
Thank you for your wonderful advice :)
Valuable , thank you so much
Wow, excellent and super useful!
Great tips! Thanks
Great video! I even took some notes. :)
Excellent!
Thank you for Tips
Thank you for your wonderful advice, now i have an ideah how to deal with my first meeting😁
Glad to help
Great video 👍
thanks a lot.
This guy is ridiculously good, this guy has specialized training, either his an fbi or cia agent, definitely sounds like it
CIA I think
Yes CIA
Good tips for people who find sales jobs are difficult task!!!
Superb
How do you transition from that high quote to a competitive offer? Or do you just try to sell a high quote? I'd say 9 out of 10 times that high quote is not gonna create a customer. Everything was good until you left an unanswered approach.
This was only the intro.
I know I'm 2 years late, but if they're asking how much or thats to expensive, I simply ask them: Well, How soon are you expecting a R.O.I.?
How soon do they intend to start using the service/product?
Client: after 30 days (or any #)
Great, using the numbers you gave me, if you start today in just 45 days you will break even & after that, all the profit is yours... that's fair right?
It's only expensive if the product/service isn't used.
Who buys a $3000 mattress & sleeps on the couch? & even when one sleeps on it, it takes a few days or even weeks for the body to adjust.
I voted for you for governor
Doesnt hace anything to do with the title