What influences buying decisions for today’s Sourcing Managers and Meetings Planners?
Here are four seller capabilities that every meeting Industry sales professional should master.
- Understand their business – Do your homework and research your prospective client so you can make valuable recommendations – never start a meeting with “So, tell me about your company”.
- Maintain exceptional communication skills throughout the entire sales cycle – From listening actively and asking insightful questions to virtual presentations and negotiation, today’s Meeting Planners expect that every interaction is both clear and compelling.
- Master the Post-Sale – Suppliers often aren’t focusing enough on what happens after the sale. Maintain communications with your clients – Birthday cards, holiday emails and touch-point email marketing are all effective methods to stay front of mind.
- Provide Insight and Perspective – Suppliers need to be able to differentiate themselves against their competition. Providing well-informed insights and perspective (or, failing to) can often make the difference in the buying decision.
Master these 4 seller capabilities and watch your sales soar!
