There’s an old saying that you can’t teach an old dog new tricks. I don’t believe it, I’m still learning new stuff every day.
Here’s a few tips that you must have before going to any appointment.
Lease Documents: Yup, have a few handy, you never know when you’re going to make a mistake and need another.
Sales Orders: Have them preprinted and filled out with the pricing so if you get into a closing situation you can sign the docs on the spot. I can’t tell you how many times I didn’t have any; either I forget them or I didn’t think there was a chance to sign an order that day. The opportunity came, I closed on a verbal deal and when I went back with the documents, it was too late and the client changed their mind.
Proposals: When presenting the final proposal, place the brochure first and go over specs with DM (Decision Maker), then place the order doc, then the lease, then the maintenance agreement, and the proposal last. When you’re done with the brochure, slowly flip the pages so the DM can see the order doc, the lease and the maintenance agreement (make sure you’ve added the sticky note tags with “Sign Here.”) Don’t say anything until you present the proposal. Once you present the proposal, the rest is up to you, however, the DM got the hint.
Letters of Reference & LinkedIn Page: Nothing is better than having 20 or 30 of these on hand if you need them. If you’ve been in the same territory as long as I have odds are your potential client will know an existing client that wrote you a letter of reference.
Update: Who has time for letters anymore? Direct the DM to your LinkedIn profile page. The trick is to make sure you have many recommendations.
Calculators: You can’t have enough of these. Go for the bigger ones with a big display and when calculating a price don’t tell the customer the cost, hand him or her the calculator with the final purchase price or lease price.
Notebook Computer or Tablet: Have all your brochures, PowerPoint, if you use one, and some killer YouTube video demonstrations of your systems or software. What I like best is to show potential clients a short PowerPoint then the video on the system, and then a run through of the print drivers or third-party solution that you are providing.
Questionnaire: Make a list of the your top questions that you need answered. We all know them, but how many times do we really ask those questions? As you’re asking questions make sure you jot down the answers from the potential client, and then at the end state a brief summary. Make sure you ask questions about the buying time frame, and if there is anyone else that needs to be included in the decision making, and if they are going to lease or purchase.
Apps: Do you have the latest apps downloaded on your smart phone or tablet? If not load them now. I have all of them and can demo them at a moment’s notice. “Eat what you cook,” show them you’re a fan of the technology too. From experience don’t leave your home or office without these tools.
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Good selling!
