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A large part of closing a sale is showing up...showing up prepared that is. Prepared with research and end goals throughout sales planning; prepared with knowledge of your target market when fine-tuning sales pipeline methodology, and after all of that, planning for the sales meeting.
The salesperson should always be well prepared for the sales meeting. Simply place yourself in the prospect's shoes and think of all of the information that would be helpful to the prospect and help them make the decision to buy, or the information that previous prospects have needed to say "yes". This will help you to develop a solid package of company and product information to bring into your meeting. To start off, make sure to include the following described items.
Testimonials 
Testimonials are very powerful. They let the prospect know that other similar businesses have found the offering to be of great value. Make sure that each testimonial is from a current client, or from someone who is still willing to vouch for you and you have facts to back up the value delivered for any shorter term past engagements, in order to provide credibility. When possible, assemble a great list of testimonials from influential leaders who rave about your service or product. Testimonials alone will not positively affect the outcome of the sales meeting because the prospect needs more information about what you were specifically able to do for the client. So make sure to use supplemental marketing materials, such as the other items mentioned.
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Samples and Case Studies
Whether you supply a product that warrants testing by the prospect or a service where end results can be displayed in a portfolio, the sales person should always be prepared to supply work samples. This supplies the prospect with knowledge of your previous work, clients, and types of businesses in which you have worked.
Case studies offer a more details oriented type of sample. Through these, the prospect gains insight into the problem and the desired resolution of the client. The potential client will also see how you and your company were able to assist the client and the actual outcome of your efforts.
Statistics
In general, the prospect is not concerned with how you think the offering can help them, but they are interested in how you know the offering will provide value. A very clear way of showing the benefit of the offering is through hard statistical data. For example, when stating that the offering allowed the client to increase sales, include an exact figure from a few of your clients. Sample: "While using our service this client increased sales by 20% in 6 months". Try to present statistical data for clients that are as similar to the prospect as possible, so that there is a clear understanding of the potential benefit.
Capabilities Statement
The capabilities statement does exactly what it says, presents the company capabilities to the prospect. Through this document, the potential client will be able to determine if the company can provide the needed service or product. They will see the industries, as well as the typical range of company sizes in which the company usually does business. This information will help them to determine that there is a possible match of need and offering between the two organizations.
Date Book and Notepad
Having quick accessibility to your calendar will prevent you from overbooking or setting conflicting appointments at the same time, and provides a reminder for you to set a follow up date with the prospect/client. You will be able to quickly record all needed items such as additional contact information, and any follow up materials to be sent. It is always best to write down all pertinent information rather than relying on your memory for details.
By bringing in a notepad and recording details such as questions, concerns and specific needs of the prospect, you are displaying that not only are you actually listening to what they say, but are serious about helping them reach the desired outcome. By maintaining a record of communications made between you and the potential client, you will be better in tune with their needs and able to provide superior performance.
Make sure to have these materials readily available in advance of when they are needed. You'll then be ready for future sales meetings, even the ones which are quickly scheduled. The more quality information that can be provided as required, the more memorable you will be in the mind of the prospect. When these materials are used in conjunction with each other they will serve quite a powerful sales punch.
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About Sales Focus Inc.
Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.
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Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.
For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.
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Sales Focus Inc.
3210 Florence Road, Suite B
Woodbine, Maryland 21797
P. 410.442.5600
F. 410.442.5102
Toll Free: 866.840.8305
URL: www.SalesFocusInc.com
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