In the last post, we talked about negotiating with your big fish and how to nurture and build on the relationships you are creating. Today we’ll talk about the power your fish has and how to utilize that for your benefit. One of the most important aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company and who needs to stay loyal to you for you to continue a profitable partnership with your fish. You can keep your champion going by offering or doing a number of things to show appreciation.
There are a few things you need to do and consider to prepare for your first face to face meeting: Make a list of what you want to accomplish during the meeting. Anticipate potential concerns from the client. Check to make sure you are completely prepared. Listen more than you talk. Bring support staff with you. Use and respect the clients’ format. Always follow through. Ask for what you need and seal the deal. Simplify your prospect’s life. Find ways to boost your credibility. Build and nurture relationships. Learn from “no”. Find out what didn’t work so you know how
In the last post, we talked about making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to talk about feeling out the personality of your prospective big fish to match the right salesperson to the fish. You need to do this in two steps: Profile your salespeople’s personalities. Match the right salesperson to your target fish. There are essentially three different selling personalities: Sage Pal Pit Bull The Sage This salesperson offers knowledge, experience, comfort, and trust. They can make a concerned customer feel at ease. In order to be
In the last post, we talked about how to learn about your big fish and prepare for the first contact you’ll make with them. This first contact is essential to your success. You need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price, and at the quality, you promise. Today we’ll actually go through the big approach and how to make that perfect first impression. Before you put together your approach plan, you need to choose which big fish you’re going after. Take a look at
In the last post, we talked about how to bring the big-company mindset into your business and your team. This will help you overcome the mental obstacles that will keep you from being successful. Now, that you’ve learned how to overcome that, we’re going to talk about who your fish is. It’s important to know about the fish you are looking for before you put a plan together. We’re also going to take a moment to talk about the potential “red tape” you may encounter along the way. The most important thing to know about your fish is their purchasing