From the course: Sales Strategies and Approaches in a New World of Selling
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Presentation and follow-up
From the course: Sales Strategies and Approaches in a New World of Selling
Presentation and follow-up
- How we approach our initial meetings, presentations, and follow up with our buyers could, in many ways, be quite different than how we handled them in the past. Our strategies and approaches in this buyer-first environment must focus on not only providing value, but developing long-term partnerships. Establishing trust early in the sales process is critically important now more than ever, and is built through these six steps. Engage faster. Breaking down barriers and connecting with your buyer sooner can pay dividends. This results from the research work you've done about them and their company. It also is from showing the value you're bringing to the meetings through your industry knowledge and exposure. Meeting agenda agreements. David Sandler, who created the Sandler Selling System, called this meeting agreement, the interaction between the sales representative and the buyer, an upfront contract. This…
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