While ago I spoke with my friends who told me that they’re going to the potential customer at the meeting. A potential customer called them at the meeting, and my friends who’re awesome in the subject matter never have been professional sellers, so they asked me about how they should approach, what materials to prepare, some crazy technique, etc…
My basic philosophy for inbound meetings is to not prepare anything but great questions and great stories and steer the conversation. The last thing that customer wants to hear is about you, your product or your company and many people still make this basic mistake thinking that their knowledge is to impress the customer (even at well-known companies).
I told my friends to just ask what is the reason behind the invitation at the meeting and they told me that there no way that this simple sentence will open the conversation.
And guess what?
They just asked this question, customers started to complain about some problems they have, and my friends closed this deal with proof of concept + some services without any single % of discount. with zero sales experience.
Imagine what would happen if we knew problems better than customers, challenge them, clarify their thinking and collaboratively close the deals?
Sales would be the better place for customer and seller.
Key thoughts to think about
- Always be curious about customer
- Detach yourself from the product and services when meeting with customer
- Never accept the first thought of the customer as truth