1. Meeting preparation corresponds to at least 60% of your sales success:

• Create a prospect’s overview with your own detailed goals
• Collect the right information about the company visited
• Customize a presentation about their main expectations

 

2. Process during the F2F meeting:

• Collect the main requirements with your open questions – SPIN Selling process
• Always reword to ensure your understanding about the client’s or prospect’s explicit and implicit needs
• Aware of the customer’s body language. It can give you a red or green signal
• Schedule the next F2F before leaving your prospect or client!
• Follow the progress weekly & write reports to the client after each meeting or conference call plus feedback internally for the other business units

 

3. Key documents & Actions:

• Sign the NDA for confidential information, if required
• Obtain their RFI & RFP in order to customize your offer
• Collect financial details regarding their potential budget
• Interact with operational team to validate the project
• Customize offers with your Unique Selling Proposition (USP model) already set up

 

4. Process to Bid defense & signature of the contract:

• Organize conference calls weekly internally and with the potential client
• Involve internal experts for your next F2F meetings. They have to be present, physically, to gain a competitive edge
• Invite key customers to visit your HQ and facilities. It will show your credibility & reliability
• Organize several workshops to gain their trust and also to differentiate yourself from the competitors

 

Let us to elaborate on your personal strategy and future business in a F2F meeting at your offices or during a conference call. Please, visit: www.bsnf.eu and contact us by email at contact@bsnf.eu