This quick checklist will help you to find out what your customers really want
The more you know about what your customers want and need, the more successful your sales talks can be. But getting all the right information from a potential customer is not always easy. This can make it difficult to tailor an offer, or to even make one in the first place.
The solution: Prepare for every customer meeting by making sure you’ve got all the bases covered. This checklist will help you. Use it to recognise potential weak points before the talk – and to work out solutions or answers. You can do this by doing some research, or by writing down the questions you should definitely ask.
By the way, “sales” does not only refer to goods you sell to an external customer. It also means “selling” your ideas or suggestions to others within your company. And that’s also something you can do better if you know how to make your suggestions sound attractive.
Preparing for a sales meeting – Checklist
- I have researched and analysed all available information about the customer.
- I know what solutions the customer expects.
- I know enough about the customer’s financial situation and the general economic situation in the customer’s sector.
- Our product/my idea can solve the customer’s problems, and I have all the facts and reasons to prove it.
- I can provide references.
- I can answer the customer’s critical questions.
- All my arguments hold water.
- If the customer doesn’t want the product, I can immediately offer alternatives.
- I can promote additional features in case the customer can’t decide.
- I have carefully planned the structure of the talk.
- I have prepared small talk topics.