Assure the Sale: Don't Enter Meetings With Just One Goal

Sales can be tricky, but when a salesperson is properly prepared, few things can stand between them and closing the sale.  Many watch super-performers and ask themselves, “How do they do it?”  The answer is actually quite simple and it involves a bit of critical thinking and plenty of planning.

When you enter a sales meeting, do you have a particular goal in mind?  Of course, finalising the sales contract is at the forefront of your mind, but if you’re only considering this contingency, you’re leaving quite a few other winning possibilities on the table.  Before entering the meeting, try mapping out as many as six possible outcomes, how you will deal with them, and what positives can be taken from each one.  In doing so, you’ll find that there’s nothing that can’t be met with confidence and vigor, and you’ll never leave a sale on the table.

Giving a client what they need will always result in your best case scenario.  Place yourself in the client’s seat for a moment, and ask yourself what you would require to sign the dotted line.  The implementation of such a sales technique can take time, so be patient, but in the end, you’ll know every possible contingency inside and out, giving you the upper hand in meetings and ensuring that your client is getting what they need – an informed and helpful salesperson that is willing to listen to and meet their needs in order to finalize the sale. 

Remember, keep your goals in mind, but also remember that you are not the only one involved in the equation.  Keep the client as your focus, and sales will come.  It’s the nature of quality business practices.

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