The confirmation finally arrives: a decision maker is ready to talk. This is a critical opportunity, and you have one shot to get it right. Need a few ideas on how to make it happen? Try these tips to win over decision makers and make the sale.
Put the Prospect First
Do your homework before the meeting and get a full picture of the organization. You should understand how their operation functions, their place in the industry, the challenges they face, and where their current solutions fall short.
When it comes to your offering, know it inside out. Your sales enablement app can make this significantly easier with all your datasheets, detailed specs, and more at your fingertips. There’s no need to guess—simply pull up the info you need and impress.
Know Your Tech
If you’re struggling to locate files or fumbling with adapters, you look less prepared. Even worse, if you can’t access content because there’s no internet connection, you’ve wasted a prospect’s time.
Get familiar with your technology well in advance of any client meeting. Learn how to access content smoothly and where to find exactly what you need fast. Sales enablement tools like StorySlab make this process considerably easier, ensuring all your content is accessible in one simple location and on any device—all without need for an internet connection.
Skip the Pitch
Today’s decision makers don’t want a sales pitch. They prefer a consultative experience with a collaborative approach to finding solutions. In short, if you want to be heard, you need to listen.
Set yourself apart from other vendors by opening a dialog. Ask about what they’re doing today and why they want an alternative. What do they want to accomplish and what’s holding them back? You’ll gain valuable insights into your leads as you earn the trust decision makers need to commit.
Choose Content Wisely
Every prospect is different, and that means the same content may not work in every situation. If the client can’t connect with your message, they’re going to move on.
To make an impact, focus on content that addresses their unique needs. Everything you share should be relevant, timely, and targeted. Additionally, make sure the return on investment of your offering is clear. Prospects should immediately understand the value you provide and how you can help them grow.
Impress Decision Makers with StorySlab
Don’t waste an opportunity to build a lasting client relationship. With StorySlab, you’ll have always-on access to up-to-date content for every consultation. For more information, request a personalized demo.
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