The Reseller invited me to take this prospect to lunch. I jumped on it! Before the meeting, the partner and I had brief but very valuable phone call. He shared the prospects attitude, buying-cycle, preferred method of doing business and most importantly; hos to make a good first impression.
This prospect likes to lead. They prefer to noodle on ideas first, make it their own idea, then come back to the vendors as if it was their idea all along.
Lunch was great, casual and we talked absolutely NO BUSINESS.
Afterwards, we headed back to their conference room. We sat their staring at one another for a few seconds and then I asked what they wanted me to cover. They told me. We did it, but in a very non-pushy (salesy) way. All through the discussion, they asked questions probed for more info and sought clarification. In the end, we casually suggested that when the time was right, they bring our product in for a test in their process, but that we would wait to hear back from them. I also told them that i would send a brief summary of our discussion within 24 hours as a refresher.
I did.
Not long after that meeting, the partner that had invited us in called me. He was literally ecstatic! He said that the prospect had called him into his office following the meeting and raved at how casual, productive and enjoyable the meeting had been. He also said, "That guy (me) was not your typical salesperson!" What a compliment!
In Summary:
Seek information about your prospects before an important meeting. Ask about:
1. Their personalities
2. Their interests
3. How they like to do business and with whom
4. Do they like to be lead or followed
5. Do they like formal Presentations or do they prefer a more free-flowing meeting
Successful Selling!!!
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