First Client Meeting Tips: How To Get Your First Client Video Lecture | B2B Sales: Tips and Strategies

Hey, this is Ago.
Today I want to talk about sales meeting success.
How to have fewer sales meetings, yet better
results.
How to have fewer meetings with more improved
results.
That's what's coming up.
When I talk with most of my clients, I find
that they are very, very good at finding the
pain.
And here's the thing, you're a business developer.
You're a seller.
You are someone who is out there tasked with
generating business.
You are not a doctor.
You are not just focused on finding the pain.
I know there are all these analogies out there,
but finding the pain and focusing on the pain
alone is not enough.
What you really want to do is you want to
talk about both sides of the coin because
people intrinsically, as a species, are motivated
by 2 things.
Not just pain.
Getting away from pain.
But, also, moving towards a better future.
Moving towards things they want more of.
Things they like.
Things they want.
Things they feel they deserve.
Now, at RAIN Group, we call those afflictions,
things that people want to move away from.
And aspirations, things that people want to
move towards.
And here's one thing, when you start talking
more to senior executives, when you start
selling up higher within your clients and
your organizations, you will find that senior
executives, by default almost, are driven
by a vision of what can be, what could be.
Not so much by getting away from the things
they don't want.
So the higher up you go, the more you want
to focus desire, the more you want to focus
on strategy, on vision.
And the less you want to focus on pains.
And here's a final tip.
If you want to really move your sale forward.
If you really want to drive and gain the momentum
that you need in order to move throughout
the process, the more you can widen the gap
between the pain and the pleasure.
The more you can widen the gap between those
two, the better you are going to be able to
get the fuel.
That's really what it is to drive throughout
the sales process.
So, I hope that was useful.
Next meeting, don't just focus on pain.
Focus on their aspirations, what they want
to accomplish.
Try to increase that gap in helping them see
how the things they want to move away from
and the things they want to move toward are
really two very different worlds.
And that is going to give you the fuel in
order to drive your sales process forward.
Hope that was useful.
See you next time.