I am not sure where I heard it or who said it, but I appreciate the statement: There are no secrets, only things you do not know. This brings us to this week’s thought about having meaningful conversations with your customers.<\/p>\n
A more meaningful conversation begins with sales call planning. Know why you are making the call and set goals for the meeting. Consider how much time you will have and set the agenda accordingly. If it makes sense, send the agenda to your customer in advance of your appointment as a courtesy. Allow time in the agenda to for new topics of discussion that may come up as a result of the conversation.<\/p>\n
Plan the questions you are going to ask and understand why you are asking them. Stick to the agenda and do more listening than talking.<\/p>\n
Agree on a plan of action at the end of each meeting with timing and responsibilities for that plan.<\/p>\n
It is no secret that planning your conversations will result in a higher probability of finding out what you want to know, faster. A benefit is earning more customer trust by respecting their time.<\/p>\n
Good selling,
\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"