| You've got a hot prospect. You need a face-to-face | | | | are too general and unfocused to be useful to buyers |
| opportunity to sell your product and services. So you | | | | or sellers. Do your homework and manage your selling |
| stop by, without an appointment, hoping to make it past | | | | time. Understand their business. What are their |
| the receptionist and catch the decision maker in a rare | | | | challenges? What are they trying to fix, accomplish or |
| unscheduled moment. "I was in the vicinity, and thought | | | | avoid? |
| I'd just stop by to say hello." Well, at least you tried. | | | | 3. It's a Good Reason: Not your reason. The |
| Of course, there is a place for pleasantries and the | | | | customer's reason - for taking time out of a busy |
| social aspects of business, but let's not confuse those | | | | schedule for you, rather than spending it on other |
| with a sales call. Many salespeople focus on their own | | | | priorities. Tell the customer what you'd like to meet |
| comfort area, on social calls and lunch dates - or the | | | | about and why you think this could be of value. It's |
| product pitch. And as a result, the sales process never | | | | about solutions. How can your solution help what they |
| gets off the ground. Before you try to meet with | | | | want to fix, accomplish or avoid. You are specific, |
| someone, you must ask yourself "What is the reason | | | | because you've done your homework. |
| this person is meeting with me?" | | | | Now, write it down in 25 words or less, so it can be |
| At Miller Heiman we call it a Valid Business Reason. It | | | | left on a voice mail or with a receptionist. And |
| gives the potential buyer a reason for spending time | | | | remember, it's always from the customer's point of |
| with you. Having a Valid Business Reason for every | | | | view. |
| sales call, whether in person or on the phone, is the | | | | By defining your Valid Business Reason, you'll never |
| considerate way of doing business. It tells buyers, no | | | | again make a "cold call". You're doing strategic planning |
| matter how long you've known them, that you've given | | | | before every call - even the first visit to a new |
| some thought to their current challenges and that | | | | prospect. And your ability to get "face time" is |
| you're looking for solutions that are "valid" to them. | | | | improving dramatically. |
| Top sales performers understand the challenges of | | | | For a deeper look, and to learn how to create winning |
| their customers 21% better than the competition. | | | | Valid Business Reasons, the Miller Heiman Conceptual |
| (Source: 2006 Miller Heiman Sales Performance Study) | | | | Selling® workshop shows you how to: |
| What is a Valid Business Reason? | | | | - Sell the way customers buy. |
| 1. It's Valid: It's all about the customer. Valid to | | | | - Get beyond the product pitch. |
| customers means it's worth making time to hear about | | | | - Reach decision makers. |
| how you can help solve a problem that keeps them up | | | | - Sell a win-win solution. |
| at night. | | | | - Craft winning Valid Business Reasons ... that get you |
| 2. It's Business: Research shows that many sales calls | | | | face to face. |