• Home
• About us
• btob

Gatwick and Crawley Meet the Buyers

Making the most of the Event

10 Don'ts

Arrive unprepared

Make sure you have everything with you.

Bring a notepad and at least two pens.

Research the customer.  Drop in one or two things that you know.

Pitch

Anyone can say that his or her company, product or service is the greatest thing since sliced bread !

Don’t put forward a solution until you know what you are trying to solve !

Argue

We can win a battle and lose a war.  Use questions like “I know you must have a good reason for saying that.  Do you mind if I ask you what it is ?

Talk too much

Customers like to talk about their company, their products and their problems.

Use Jargon

Not every buyer will understand our technical terms.

Keep it simple. Don’t show how clever we are.

 

Miss buying signals.

Look out for positive signs:

Nodding, or leaning forward with finger up the side of face.

“I like the sound of that”

“That’s interesting………”

Interrupt

Listen carefully to what is said.

Don’t appear too eager to jump in.

Knock the Competition.

Don’t do it even if invited to.  It can be a trap.

Don’t assume competition.

Try to take the whole bag of sweets

By the inch, it’s a cinch, by the yard it’s hard.

Ask for a trial order, a small contract.

Forget to confirm arrangements.

Make sure that you both understand exactly what will happen next.

10 Do's                                  

 

Set the objective for the meeting

What do we want to achieve ? Is it realistic ?.

What is our fall back objective ?

 

Be prepared

Note pad.

Literature.

Samples.

 

Have a clear opening statement that grabs attention.

Prepare it beforehand.

Have it written down.

 

Remember that this is our one opportunity to make a first impression.

Look smart.

Smile.

Be enthusiastic and positive.

Be well organised.

 

Control the interview.

Ask questions.

Answer questions with questions.

Follow statements with questions.

Use “open” questions.

 

Find out the customers’ buying criteria

“What are the main factors that will influence your decision”

“What sort of things do you look for in a supplier of………..?”

 

Find out how the buying process works.

“Who else will you involve in the decision make process.

“How does your purchasing system work for this product/service?”.

 

Listen & Record.

Get the underlying theme of what is being said.

Ensure you record each course of action to follow up efficiently

 

Sell the benefits and your credibility.

Find out what your product or service does for the customer.

Talk in these terms.

Use testimonials of why your current customers like using you

 

Get the customers’ commitment.

If buying signals have been good, ask for a trial order.

Get a further interview booked there and then.

 

For a full list of buyers and their purchasing requirements, please contact Angela Sobers, angela@btob.co.uk or
0207 700 0008.

Appointments are limited, so to book your place now or for further information call Angela Sobers on
0207 700 0008.