That first meeting - which may be generated as a result of a prospecting activity or due to the prospect's own interest - puts many expectations into play, both on the part of the potential client and the sales team. However, there are many occasions in which these expectations are not aligned and problems begin to appear.
In this article we will tell you about 3 mistakes that are often made in the first sales meeting and how you can avoid them by implementing certain practices in your sales process.
1st mistake: The sales team goes straight to the solution without first understanding the problem
This is a very easy mistake to find when we do audits, analysis of commercial exercises or role play exercises with our clients.
This happens when the sales team is so focused on selling and presenting the malaysian numbers proposal that they don't investigate the client's problems, challenges and issues.
When the product or solution requires a consultative sales process, it is essential to complete the previous step of identifying the customer's pain points.
2nd mistake: not involving the client in the definition of the project
This happens when sales teams are very scripted: they present proposals, carry out a demo (for example) and make a proposal again without giving the potential client any room to participate at any stage. So, what answer will we get at the end of this process? The same one we got during development: none.