Planing a sales visit Vs Planing for a sales visit!
- waynefarran
- Jun 19, 2014
- 2 min read
Logically speaking when you plan to visit your customers you should always have a plan in place for what you want to cover and also achieve during the visit.
Visiting a customer without having a plan in place will almost always lead to lost opportunities. In addition as we all know that in business, time is a commodity that is always in short supply.
So when we visit our customer and spend say 30 to 60 minutes with them we need to cover off on the most important aspects of the meeting; especially if it involves soliciting an order during the meeting.
A good way to ensure that you’re prepared for the meeting is to have a Checklist to run through before the meeting. The Checklist may also help generate topics to cover off on during the meeting.
The following 5 points are examples that I have used in the past and may be of benefit to consider adapting for your checklist.
Prior to the visit:
Book and secure a time and day for the visit. (don't just lob up at any time) respect their time just as much as yours. In addition call the day prior and confirm that the proposed meeting is still on.
A simple Checklist: 5 basic points.
What is the objective of the meeting?
What do I need to find out about during the meeting?
Who do I need to meet with that can make the decision or place the order?
What do I need to bring with me during the meeting to secure an outcome?
What's the next step after the meeting? (the follow-up)
Most importantly is the follow-up; many a business deal has fallen over due to action points not being followed up.
Time to plan for success!
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