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Better sales meetings and cold calling for new leads.

Hello Guys,

Great site!

I recently got a job working for an office furniture manufacturer, it is my first sales job so i have no expereince in sales and conducting meetings.

We work alot with architects and interior designers to win projects so they are the main focus, we also approach the end client if we get hold of their details.
The thing is as im inexperienced i struggle with our sales meetings and cold calling for new leads. To me it feels i need to be more structured and clear often potential client get mislead and the meetings become a waste. Hence no new business generated and this frustrates me alot!

i woul like some advice on how i should go about better my skills and become a great sales person. I also need to get more out there i'm slightly quite and somewhat of an introvert ( is there any way to break away from this and become an extrovert )

Please let me know if you need more information

thanks ! - by DrvDude
Consider perhaps a more 'Business Development' approach: Where do the architects and interior designers in your area tend to congregate? (in my area for example, there is a wholesale fabric distributor who hosts periodic seminars for interior designers).

Start getting known and trusted in those places. - by DaveB
Get to know everything about the furniture your company makes. And I mean know everything....from the types of materials, wood, metals, everything. The more you know the more passionate you can be when describing your products. It's hard to be shy about a product you love and know well.

I think once this happens the meetings will be a bit easier. Pass out a lot of business cards. Consider getting a decal made for your car(back window works well).

Learn to be more clear when talking to new people.....this is just something that has to come with time.

Stay organized, save emails, send out notifications evey once in a while but don't over do it. - by Thufir
Thanks for the advice.

Well the thing is i moved to another country and got the job as sales rep. I find it a bit hard to source where the architects and interior designers would hang out let alone places advertising this sort of thing. Maybe i should ask the MD where they would meet up. I'll give it a shot

Thufir -

you're right i should spend that extra hour everyday learning everything about our product! i'm this will boost my confidence and make me wana talk about our products all the time!

What other skills could i learn tpo improve? - by DrvDude
I have a few questions.

1)How would you convince a client to by office furniture, i mean what sort of return could you sell them on?

2) How to answer the question your product is higher than your competitors

3)What sort of telephone approach/script could i say to attract customers?

4) what probing and qualifying questions can i ask in our first telephone call and our first meeting?? - by DrvDude
Drv Dude,

1) Letís look at this another way, what sort of problems do they have and how could you solve them? You can not convince anyone to do anything really - you need to change your thinking to that of a problem solver. You potential clients have a problem and you can solve them with your product.

Task: - make a list of potential problems clients have with their office furniture, e.g. does the PC take up all the desktop space, ergonomically friendly, cost, space it takes up, storage of items, data points, power points, loose cables from the PC.

You could save them on floor space, increase in staff productivity, less staff turnover, environment to promote sales as it looks more professional.

Quantify it into figures Ė quote the statistic from a government bureau.

2) If your product is more expensive than your competitor itís because it solves more problems, than the others. e.g. floor space in commercial offices is very important, its charged at a per square foot (meter) rate. The design of the office needs to take this into consideration - storage often does not go vertical enough, take filing cabinets for example, it would