Episode 70: Yes, We Can Ensure Buyers Choose Us Before We Even Meet!

Stronger Sales Teams with Ben Wright

In this episode of the Stronger Sales Team podcast, Ben explores the notion of finalising deals prior to even having a face-to-face interaction with a Customer.

With some profound changes in consumer behaviour brought about by the post-COVID era, it's so important for sales teams to be creating and maximising every interaction. Ben unpacks some of his proven strategies and tools that can help you win over buyers early in the process, leveraging technology and strategic communication.

Key Takeaways:

• Post-COVID era has doubled the number of decision-makers and required touch points, emphasising the need for pre-meeting engagement.
• Move needs analysis to the first point of contact to align content and engagement strategies accordingly.
• Personalised video messages to introduce salespeople and summarise client needs can pre-build relationships.
• DIY tools or interactive case studies can enable potential clients to engage deeply with the product/service early on.
• Utilise social media and connect across various decision-makers within a target client’s organisation to build familiarity and trust.

Time Stamps:

0:00 Intro

1:14 Closing Out Deals Before Engaging with the Customer

8:40 Techniques To Encourage Buyers to Choose Your Product Before Engaging them

9:34 Getting Clear on the Customer’s Needs

10:46 Getting Contacts Out to Customers

12:21 Getting Involved in DIY Project

14:11 Education

15:22 Getting the Product or Service in Hand

16:10 Case Studies and Examples of Product in Use

17:57 Social Media

19:15 Cross Threading

20:50 Referral and Common Connections

21:35 Confirming the Meeting in Advance

25:10 Health and Fitness Tip

26:52 Outro

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I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.