The first sales meeting with a prospect is often the moment when everything is decided. The client makes the decision then and there if they accept or reject your offer. Unfortunately, it is not enough to just present an objectively economical offer. You have to make the prospect excited. Here are four techniques that will help you.
Be honest with the prospect.
People can sense very easily when someone is being dishonest with them; for instance, if they are trying to downplay the disadvantages of their offer or trying to sell the product at all costs. Be honest with your customers and do not withhold any key information from them.
Do not sell the product, but the overall vision.
According to Forbes, you should not sell the product as such, but the vision. A vision of what their life will be like with your product. People are not willing to invest big money into, let's say, an expensive vacuum cleaner. But if you show them how much time they will save in the future by using your product and what they can do with this time, they will be much more open to the option of buying the product from you.
Do not go into too much detail.
You should not explain the whole process of how your product works, how you developed it or what technical parameters it has. The prospect doesn't care. They care about what's in it for them. Also, you should be able to work with their curiosity. Simply keep the details to yourself, and don't try to overwhelm the customer with all the information you know.
Include stories about your other clients.
Talk about the successes of your past and current clients. Firstly, these stories help the prospect empathize with your product and your customers. Also, you show that you care about your customers, that you remember their names and stories, and that you care about their experience. This always makes a good impression on prospects.
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