Making Sales Contact: What Are the 6 Most Important Steps?

According to professionals, making contact determines the chances of a successful sale. So how do you conduct a successful sales meeting? This article gives you the 6 key steps to success.

About Making Contact

The initial contact is, by definition, the first meeting between the customer and the sales assistant. This can be done remotely or face-to-face with the customer. In all cases, you need to prepare in advance to carry out successful sales marketing.

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The main aim of the interview is to break the ice, win the customer’s trust and do your best to secure a second interview to close the sale.

What You Need to Know

Here are 3 important rules to know before carrying out sales marketing successfully:

The Basis of the Interview

This first point must be taken into account by all salespeople during a face-to-face meeting with a customer. Salespeople’s professionalism is an asset when it comes to impressing prospects. The use of vocabulary also needs to be well rephrased to impress your interviewer. Politeness is an important asset that should not be overlooked, whatever the prospect’s arguments.

4 Key Points

This second process must highlight these 4 points:

  • The salesperson’s appearance: well-groomed, simple and elegant;
  • Behaviour: professional and respectful;
  • His catchphrases: valuable arguments to conclude the sale;
  • Listening attentively: listen to what customers have to say to get a better idea of what they want.

The Halo Effect

This sales strategy is based in particular on prospects’ first impressions. To succeed in adopting this process, the salesperson must emphasise his or her selling points.

The 6 Key Techniques for a Successful Sales Meeting

To conduct a successful sales meeting with customers, the salesperson must follow these 6 important steps to the letter:

Introduction

In this first stage, you should introduce yourself and talk about your company. To make a good introduction, make eye contact with your interviewer if it’s a face-to-face meeting. Otherwise, adopt a clear tone and a lively voice if the interview is over the phone. If you’re talking to someone on social networks, watch out for spelling mistakes and make sure your handwriting is professional.

Getting Started

In this second method, present the company’s products or services. You can also talk about why you’re there. If customers ask you questions, answer them with precision and always make valid points.

Sequence

How do you emphasise this third stage? The best solution is never to compare yourself to other companies. Simply promote your product and listen to what prospects have to say.

Benefits

You need to tell customers about the benefits of the product. This requires strong, well thought-out arguments. To be successful in sales prospecting, you need to prepare well in advance and try to remember the essentials.

Timing

How do you regulate the timing? The best solution is to explain the importance of your call and the benefits of the product. It only takes a few minutes to explain everything to the prospect.

Agreement

This last method is really important. After just a few seconds of prospecting, the prospect may offer to meet you again. So you need to be patient and take what they say on board.