Your persistence may get you that first client meeting, but the ideas you propose about how to improve their revenue or business situation should be your strongest selling points.

Once you have a foot in the door, use the opportunity to the maximum. The focus should be on the benefits and value to be derived from buying your product. Place the spotlight on the client’s business and how his processes will be improved or how his revenue streams will be expanded by investing in your product. Your client won’t be sold by your persistence in the meeting. He will want to know the facts and figures about how he will benefit from your product. Respond directly to his needs and you will have his undivided attention.

Related posts:

• Hit or miss doesn’t work in selling
  Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or s...
• What are trigger events and how to use them
  Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merg...
• How To Approach Cold Calling
  There is no question that cold calling is not at the top of anyone's favorite activity list. The common objections are: I don't want to bother anyone They probably...
• How To Cold Call Canadians
  When cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the C...