stuntdubl - 3:33 pm on Jun 30, 2004 (gmt 0)

Answers to their questions – including pricing

I think having up front "ball park" answers from the start is helpful. People won't expect you to have a fully prepared proposal upon a first meeting. They DO want something to go on though...something to make sure you are not out of their league. If you say, "$200/ hr. or 5 - 10k for an average campaign", they have more an idea of what they are working with, and where they can may need to make additions and subtractions.

"Answers to their questions – including pricing" doesn't have to mean quoting an actual price.

Exactly.

They will also know to end the meeting shortly and not waste either of your time if the average pricing does not fit their budget.

...part about Psychology and sales is 100% correct

I am intrigued by this myself, and would love to hear some of the parallels. There are so many things that are at an near "unconcious" level that may have an effect on a sale. It would be interesting to see a list of some of these factors/actions/responses/etc.

great post about how doing a little reseach before meeting the client face to face

I remember that too...it was a very good post...I'll try to dig that one up.

There is a HUGE difference between listening for what you want to hear, and listening to what the prospect is saying. Know the difference.

Listening, and hearing are two different things...maybe this relates to the psych issue as well...everyone loves to talk about themselves in some regards...listen to what your client is excited about and enjoy it with them.

...rarely closed at a first meeting

Most definitely...the entire sales process is important in high dollar sales. Not leading leads "fizzle", and keeping the "comfort level" with customers are definitely important. Effective communication (what is next, when will I hear from you, etc.) and reliable delivery are critical.

Thanks for the book tip jsnow...I'll be picking that one up;)