There's a saying that you can't teach an old dog new tricks! I don't believe it! Here are a few tips you must have before going to any appointment:
Lease Documents:
Always have a few handy, along with a few credit applications. You never know when you'll make a mistake and need another.
Sales Orders:
Have them preprinted and filled out with pricing so that if you get into a closing situation, you can sign the documents on the spot. I can't tell you how many times I didn't have any—either I forgot them, or I didn't think there was a chance to sign an order that day. The opportunity came, I closed on a verbal deal, and when I returned with the documents, it was too late—the client had changed their mind.
Letters of Reference & LinkedIn Page:
It's great to have 20 or 30 letters on hand if you need them. If you've been in the same territory as long as I have, odds are your potential client will know an existing client who wrote you a letter of reference.
Update:
Who has time for letters anymore? Bring the decision-maker directly to your LinkedIn profile. The trick is to ensure you have plenty of recommendations!
Calculators:
You can't have enough of these! Go for larger ones with a big display. When calculating a price, don't just tell the customer—hand them the calculator with the final purchase or lease price.
Notebook Computer or Tablet:
Have all of your brochures, PowerPoint presentations (if you use them), and possibly some YouTube video demonstrations of your systems or software. What I like best is to show potential clients a PowerPoint, then a video of the system, followed by a run-through of the print drivers or third-party solution you're offering.
Questionnaire:
Make a list of your top questions that need answers. We all know them, but how often do we really ask those questions? As you're asking, jot down the client's answers. At the end, provide a brief summary. Be sure to ask about the buying time frame, whether anyone else needs to be involved in the decision-making, and if the client is considering leasing or purchasing.
Apps:
Do you have the latest apps downloaded on your smartphone or tablet? If not, load them now. I have all of mine ready and can demo them at a moment's notice. "Eat what you cook"—show them you're a fan of the technology, too!
From experience, don't leave your home or office without these tools.
-=Good Selling=-