10 Secrets To Winning Your Customer's Love, Part 1

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Here's the big question: What are you doing to prepare that, if your clients knew you were doing it, they would be more inclined to have an open and honest dialogue with you?

The next time you meet with a prospect or client, open the conversation with this simple phrase: "In preparing for this meeting, I took some time to " Then simply highlight the two or three critical things that you did to prepare and watch what happens to the atmosphere of the call. You will blow away the last rep who opened their meeting by announcing that they were just "checking in" to see if anything new was going on.

Today and tomorrow, Promotional Consultant Today shares these 10 elements you can use to create your own successful pre-call habits.

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Compiled by Cassandra Johnson

TOP SHELF TIP NO. 156
"One customer well taken care of could be more valuable than $10,000 worth of advertising."
Jim Rohn

1. Learn about their business--their products/services, customers, industry trends, key initiatives, financial status and competition.

2. Discover something about the person you are meeting with. Google them, talk to their colleagues or call others in the industry who have insights.

3. Define the exact purpose of this call. What are the goals for this interaction?

4. Identify the benefits of your meeting. The benefits need to be clear, concise, credible and compelling.

5. Prepare ideas that hold value for your customer. Your language needs to reflect a focus on solutions, not on your latest product.

The less you talk about yourself, the more you have to prepare to talk about them. And the more you talk about them, the more likely they will be interested in you. Not exactly the secret formula you were hoping for. But it is an obvious formula--so obvious that most sales reps ignore it.

Prepare for tomorrow's sales call, then tune in to part two of this feature in tomorrow's PCT, coming to your inbox in the morning.

Source: Tim Wackel is one of today's most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today's best practices.