B2B-sale: Preparing for a Meeting with a Client (Part 1/4)

B2B-sales on the sale of expensive corporative products are most often discussed personally at the internal meeting or in ZOOM. The client left an application already, got an offer and agreed to the meeting. Talks are the last link, where all the details are to be clarified and some questions are to be put.

The Whole Cycle of the Final Meeting with the B2B-Client May Be Conditionally Divided into 4 Parts:

The first article from the cycle will be devoted to the preparation before the meeting with the client. We'll observe some pieces of advice that will help to feel confident at the meeting and to sell the product more probably.

Get Acquainted with the Man, Who Will Take a Decision on the Transaction, Beforehand

Clarify, who will be at the meeting, at what position your interlocutors in their company are, what projects they work at.

E.g., if you sell a new creative strategy for a big automobile company, and there is a representative of the sales department at the meeting, it's better to use calculations and schedules for the presentation , to show how the financial indications will grow.

To remember all the theses, that you plan to say during the presentation, and to understand, what the client wants to hear from you, we recommend to fill in the matrix of key messages.

Find the Imprint of Your Interlocutor on the Internet.

Managers of big companies often speak in public, they may write articles or lead a blog on Facebook or Linkedin. One may understand from the blog, what your client is interested in, what channels he reads, what films he watches. Then you may use it in your presentation. E.g., you may use examples from your interlocutor's favorite film or metaphorically compare the client's company to the sports company, who became a champion thanks to the product.

A piece of good advice: find a new photo or video with the interlocutor.
Psychologically it will be simpler for you to see well known faces at the meeting.

Learn about the Last Experience of the Contractor

Add some questions about pluses and minuses of the contractor's last work in your direction. No need to ask for precise figures or names of the previous contractors.

  • What was impartially good for the company?
  • What was convenient/inconvenient personally for you in the process of work?
  • What would you change in the work with the previous contractor?

You should understand what services the client has already paid money for and why he stopped. In that way you will designate that you are ready to customize the product to the request of the client and that you plan long lasting cooperation, and stress your competency.

In the next article we shall speak about the main rules of the preparation of the presentation.

The trainers of the BEsmart studio are ready to help you in the preparation for the meeting with the client:

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