Most Sales People are Unprepared

John finally get an appointment to sit down with purchasing and a long sought decision maker, yet is already wrong on two issues of the prospects experience, you'd think he'd be more prepared. According to a recent study, executives say 82% of sales representatives are unprepared for meetings.

A survey of more than 150 executives (CxOs and Vice Presidents co-sponsored by Ball State University H.H. Gregg Center for Professional Selling, conducted by Joe Galvin -- states, 82% of sales representatives are thought to be unprepared for meetings according to these executives. [Source: Sirius Decisions, Sales Effectiveness Insights from the Executive Suite (Brief)]

That means more sales people are winging it, rather than preparing. While the sample pool is small and the study only measures executive prospective, perception is a factor all the same. And, you know John is not alone, you could be making this same mistake.

No matter how hard you prepared, if you look, smell, or act unprepared, then you weren't ready to meet. The only real opinion that matters is the one of the executive sitting across from you in that appointment. Have you done the homework necessary to present yourself (and company) in the best light?

Just knowing that more sales representatives are presented as unprepared gives you a huge competitive advantage. That means decision makers are looking for factors that demonstrate your interest in their project, best interest, and how well you prepared yourself for their success.

Here are some insights to help you look more prepared, demonstrate confidence, and be appreciated in any sales appointment:

1. Set the stage for success. Help them prepare by telling them in advance what to look into and report on. Use surveys, questionnaires, and other collection tools in lead generation.
2. Do your homework on nouns. Know the company and people you are meeting with, Google them, or use social networking tools. Focus on the prospects interest even before you meet.
3. Don't assume anything. Learn to ask investigation questions to extract information, rather than propagate it. Verify any assumption with the prospect before acting.
4. Always be researching clients. Even before you get the appointment, make a study of your customers critical business issues.
5. Dress sharp, clean, and be authentic. That means dress one step above those you are meeting with, but no more. Impress, but don't be imposing or be pompous.
6. Choose relevant collateral. Come with useful materials, clean business cards, a meeting agenda (clearly laying out each step of the meeting), and never rush.
7. Know your prospects industry. Know more about how they compete, what they face, and how to give them an advantage. This helps position you as a trusted adviser, rather than another sales representative.
8. Be early, always on time. Show up on time, 5 to 10 minutes early to do on-site queries, observations, and to familiarize yourself with the environment.
9. Listen before you speak. After you introduce yourself, observe the mannerisms, interactions, and how those you are meeting with connect with each other, rather than firing up the conversation.
10. Demonstrate active listening. Listen for understanding, ask for clarification, and take notes on key points. Before you leave, summarize the meeting and what actions each person will take before you meet again.
11. Establish a purpose for follow up. Give yourself more homework and provide a time frame for completion, lay it all out then deliver. This shows your willingness to serve and gives you a real reason to visit again.

Think about this, if you engineer an environment that presents you as prepared, you'll be seen as prepared. By default other other sales people will look like chumps. Because you set, filled, and verified expectations you rise above the crowd as the right provider.

With these insights, you'll turn more appointments into contracts, while making the most of every qualified appointments with a prepared approach. John, the salesman, had nothing on you. This kind of preparation makes opportunity.

© 2009 Ask Justin Hitt, All rights reserved.

Justin Hitt provides for selling professionals insights that give them unique market dominating competitive advantage. For a practical system that sets you apart, visit http://ApplyingStrategicRelations.com/