When you are selling big-ticket products or services, there’s a lot more at stake than just the final dollar amount of the contract. On the customer’s side, your product or service will in some way affect their business and profitability. And because of that, the decision to buy your product will ultimately reflect on and perhaps have an effect on the career and reputation of the people who make the buying decision.
On your side, there are considerations such as the time and cost of getting the sale, and the effect the terms of the deal will have on your business operations, profitability and, ultimately, reputation.
With so much at stake, you need to organize and assess your sales efforts. Here are 10 steps to follow:
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Determine your commercial targets and evaluate which companies or which projects make sense to go after
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Find the correct contact
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Develop your opening pitch and “advance” materials
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Book your meeting(s)
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Prepare your presentation, prepare answers to frequently asked customer questions and prepare leave-behind(s)
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Conduct your meeting – ask enough questions to discover unspoken client needs as well as the stated needs
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Follow-up on initial issues raised at the meeting
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Negotiate based on the client’s needs and appropriate deliverables
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Develop the final sales proposal
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Re-present and close the deal
Source: Janet Attard, Business Know-How
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