I couldn't help but shake my head through this clip that coaches buyers of B2B solutions and services on how to survive a meeting with a sales rep.
Enjoy!
Ted Smith points out there are some things the sales rep (all of us) is going to try and get from the meeting: Number of users at organization, how much budget you have, existing contracts with other providers, and the buyers position on the org chart. He calls these items, "things they're (sales reps) are trying to get out of you, to try and establish the types of business they think they can do with you." He couldn't be further from the truth and more embedded in a Sales 1.0 model.
With Sales 2.0 technology you should show up to your first customer meeting already prepared with the type of introductory qualification information that Ted points out - companies like Insideview, Jigsaw and others can help with this. You need to have an application that arms you with relevant information to approach the right accounts that wastes less time on deals that will never close - that's what Sales 2.0 and the New Sales Economy blog is all about!
The one relevant takeaway from the clip is that there are many B2B buyers with similar mindsets to Tim Smith - guarded, insecure, combative and think every sales rep is out to rip them off. The good news is that Sales 2.0 processes and technology can help lower these walls of defense and help you sell more effectively to these kinds of buyers.
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