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June 08, 2016 at 12:30 AM
Sometimes just getting that first meeting feels like a major victory. You’ve been dying to work with this client or company for months and you’re finally on their radar. You can’t wait for the first meeting — and neither can they. You’ve piqued their curiosity and they want to learn more.
Except when you actually do talk to that prospect, their enthusiasm starts to wane. They bring up obstacles and no longer seem so motivated to move forward. It all happened so fast that you don’t even know what went wrong.
The speed backlash
If you’ve ever had a hot prospect suddenly cool down, I have one thing to say: “Slow down!”
It’s highly likely that you misjudged your prospect’s interest as readiness to change. In your eagerness to capitalize on this opportunity, you made sure they knew all about your competitive advantages, top-notch service, latest technologies and more. And you probably talked fast to get as much as possible into the time you had.
If that happened, you’re probably starting to feel the speed backlash.
How can you know if your prospect thinks you moved too fast? They tell you everything is fine, even though it couldn’t be with their current status quo. They brush you off with a price objection. They turn a minor obstacle into a show stopper. Or they simply thank you for the update and promise to contact you when the need arises.
Prospects who receive massive information dumps unconsciously erect barriers to slow or even derail your sales efforts. If this is happening, you’ve made the mistake of talking too much. When your prospect can barely get a word in, they feel like you lack concern for their needs — and that you only want to make the sale.
How to increase the success of a first sales meeting
Top sellers realize that making a sale is a slow, deliberate process. They know multiple people are involved in the decision process — and they all have to agree before moving forward. They understand it takes time to demonstrate value and develop strong relationships.
Knowing this, they put together a one-step-at-a-time sales strategy that actually advances the sales process much faster than if they tried to do everything in one or two conversations. Here’s how to earn your prospect’s trust in that crucial first sales meeting:
1. Do your homework
Learn as much as you can before your meeting. Review your prospect’s website. Look for gaps between where they are and where they want to be. Identify primary initiatives. Figure out how your product or service helps achieve those objectives or ties in with critical business drivers.
For example, if you know that “Earning Customer Loyalty” is important to your prospect, determine how your product can contribute to this objective.
2. Focus on results
Your product is a tool — nothing more. People buy it because of what it does for them, so make sure you know what difference it makes.
