Selling to Big Companies is a production of Leapfrog Strategies. Your online resource for sales techniques, sales strategies, sales tips and sales training for selling products and marketing services.
Your first appointment is the most important. Busy corporate decision makers quickly determine if they'll invest more time with you or let you meet with others in their firm. You want to maximize whatever time you're allotted to your best advantage.
In this session, you'll learn about the criteria that corporate decision makers use to evaluate your competence, credibility and customer focus. Specifically, you'll discover:
The biggest mistakes sellers make in their initial meetings and what you can do to prevent them...
How to effectively prepare for client meetings so that they go exactly as you planned.
How to best position yourself at the beginning so you can establish a consultative relationship with your prospect.
What customers really want to talk about - and how you can develop insightful, powerful questions that guide the discussion.
How to have a business-to-business peer level discussion with a corporate decision maker.
What to say when you're faced with difficult objections, tough questions or other major obstacles.
How to advance the sales process to the logical next step. (Note: When you're working with big companies, you never "close.")
