Closing Critical Deals - 10 Tips When Meeting a Decision Maker

Closing Critical Deals – 10 Tips When Meeting A Decision Maker

by Lois Wong

 

 

Just recently two account sales managers asked me, “When introduced to a decision maker while networking, how do I talk about my services without sounding desperate or too salesy?” 

 

Savvy sales people know that the secret is to not ‘sell’ at all.  Rather, it’s wise to build the relationship conversationally first, with the goal of developing trust and credibility. This is a good first step in any sales process. 

 

There are ways to insert into the conversation who you are and what you do that don't sound desperate.  On the contrary, you will find that people will be drawn to you and will want to know more. 

 

Here are the Top 10 Tips When Meeting a Decision Maker

 

1.    Practice active listening

2.    Take an interest in who the decision maker is and what they do

3.    Appreciate his/her position and the responsibilities it brings

4.    Perhaps ask, “What is the biggest challenge you face in the next quarter?”

5.    Listen for information that will reveal passion, pain points, and challenges

6.    Find nuggets of information that you can empathize with through stories

7.    When time to introduce yourself, tell a story about you or your business

8.    Relate your story to a solution relative to your services/products

9.    Inquire about a follow up meeting.

10.  Exchange business cards and send a personal note to connect on Linkedin

 

Build the relationship by active listening and taking a sincere interest in who you are talking to. Once you’ve established that connection, you can take the next step by asking for a meeting. More in my next blog!