Recently I attended a lunch seminar put on by a well known company held at an expensive downtown steak house. I was invited because we are potential
Recently I attended a lunch seminar put on by a well known company held at an expensive downtown steak house. I was invited because we are potential clients and we have expressed interest in their service. I was there to learn more about their offering and understand its application for our business. In fact, I knew that my company needed their service already.
After a very shaky presentation talking all about the features of the service (and no benefits to the customer) I was given a fantastic lunch and chatted with the sales person representing the company. I was amazed that for two hours, he did not ask one question about my company, what we do, who we work with and why we would need their service.
I even started asking him questions about the service in attempt to jump start the sales process for him but he didn’t catch on. Tomorrow, I have a meeting with their main competitor who is coming to my office to learn about my business and talk about what they have to offer.
If you are going to host a seminar there are 5 things you need to ensure:
1. Know your audience and present to them not at them.
2. Make sure you qualify your audience and understand why they are attending.
3. If people come to a seminar, they are expecting to be sold to. Engage them and get to know their business and what their goals are.
4. Set a define timeline to follow up with them and why you are following up.
5. Thank them for their interest and for attending.
I know these may seem like really simple and basic steps, but I’ve witnessed salespeople neglect them dozens of times, and today was another one. Being a successful salesperson means that you are always prepared for the sale and always thinking about why your customer would buy from you.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.