Meeting, a seemingly every work day event that sometimes takes place more often than usual. That includes sales meetings with prospect customers. The typical scenario would be, you get a high-potential sales lead and you get your hopes up and try to close that deal ASAP, so immediately you call them to meet. But before you jump the gun, perhaps you should consider some meeting tips that you could easily apply in that upcoming sales appointment of yours, especially if the advice is coming from renowned Microsoft CEO, Satya Nadella.
Having just acquired Linkedin for $26.2 billion, Mr. Nadella is one of the top names in the trending list right now. The deal highlights Mr. Nadella’s desire to reshape Microsoft, after two years of taking the helm.
Mr. Nadella, who rose through Microsoft’s ranks in its business applications and server groups, has focused much of his efforts on products for corporate customers. While he was recently interviewed by The Wall Street Journal, he offers some useful wisdom regarding running meetings – listen more, talk less and be decisive (You can skip to 1:04 mark in the video below). Let’s ponder upon these tips and see how we can practice them in our next sales meetings.
Listen More (To Your Customers)
Often times, when we are across the table with a prospect client, we tend to divulge as much as we could about us, our company, our product, service and even the weather and we fail to listen and understand the customer’s actual needs and wants. Before you draw your sales pitch gun, try to listen more instead. Like what Steven Convey said in his best-seller book, 7 Habits of Highly Effective People, the habit number 5 encourages us to seek first to understand than to be understood.
Talk Less (To Your Customers)
I’m not suggesting you should not talk much, but more of talking by asking appropriate questions to understand what the customer is looking for and what is their pain or problem. Their response will give you better insights on what and how to sell to them. You can sell ice to Eskimos if you know what is their pain such as perhaps global warming a threat to their livelihood or convenience of retrieving clean ice. Only one person can listen, when the other party talks. That person better be you.
Be Decisive (Know When and How To Close the Deal With Your Customers)
Sometimes you will encounter customers that seem unwilling to close the deal or rather unsure of what they want. Maybe there are questions that are yet to be answered. When that comes to play, decide for yourself what should be your next move.
Should you offer a deal that they could not refuse or should you continue to follow-up? Is he or she not the final decision maker and you have been barking up the wrong tree all this while? When is the right time to meet the CEO or should you contact a different lead? Decide when and how to close the deal.
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