Carole White, business support manager, TEDCO.

Mar 9 2009 by Carole White, The Journal

SELLING your products or services can be part of your core business, but unless you approach each sales appointment professionally, you will find it difficult to turn meetings into orders.

Especially in the current climate, you need to up your game when selling in a competitive industry.

Be prepared for all appointments so that you give yourself the best possible chance of making a sale. Once you practise this, you will become more confident at your appointment and may even enjoy it.

You should make sure you have all the information to hand long before the day of your appointment, and always carry out a few checks on the day to boost your confidence and ensure you appear professional.

You should call to check that the person you are seeing are still expecting you. Your time is precious, travelling a long way to find someone is off sick is a waste of your time.

Remember to go through all your paperwork to confirm you have a hard copy of your notes and enough handouts. Also make sure you have a list of questions to ask the client, an order pad and a pen and paper.

You should check your laptop battery is fully charged, you have enough fuel and your car is washed!

Good impressions always count, so ensure you are smartly dressed (a suit and tie if appropriate).

Be on time and look professional. You will often be asked to wait in the reception area. It is here you should conduct your final preparations. You can learn a lot about an organisation from the reception area and staff.

Take the opportunity to switch off your mobile phone. Make sure you have positioned all your documentation in an organised manner in your briefcase or file. It is helpful to be able to quickly lay your hands on any supporting paperwork. While in the reception conduct some last-minute research of your own. Does the business seem busy? And does the business appear to be well- organised and run?

Once your contact appears, establish eye contact immediately. Introduce yourself and remind them of the name of your business and why you are there. You can also thank them for their time.

Preparing yourself like this will put nerves to rest and ensure you have the best chance at any opportunity that presents itself. Get yourself into listening mode to identify how you can find a solution to the customer need and don’t over-promise. Prepare for success and never prepare to fail.

Watch out next time for some more hints and tips about attending that all-important sales appointment.

If you require any further support or advice call TEDCO on (0191) 428 3535, e-mail enquire@tedco.org  or visit us at www.tedco.org

Carole White, business support manager, TEDCO