I wish to refer specifically to the first visit of contact, which is vital to qualify a possible business opportunity, but also a situation that, handled improperly, can kill a good business opportunity, by communication failures. We split. An effective communication strategy based on the basis of good planning of the communication event. When I refer to a communication event, I mean a face-to-face meeting face to face, which, in my opinion, is the most effective means when I wish to qualify a business opportunity in the B2B sales scenario in detail. There may be other events of communication as a teleconferencing, videoconferencing, etc. Then, if I have received a qualified prospect, with which has concluded a meeting, I prepare this event of communication very well. Aspects must include this planning: goal of the meeting, which is divided into two: my goal as a consultative seller (evaluate if there is a serious business opportunity this time) and the objective of my interlocutor (surely can be know if our company has a possible solution to your business problem). It is essential that you explicitly understand which is the objective of your partner with this meeting.
A marketing department is often the specific appointments for business executives and only inform them, the who, the when and the where, without more details. Seller assumes many things and this is why that fails both the processes of direct visit. It is best to take a few minutes and call your interlocutor to validate some details of the meeting, very well inside of which is the goal or expectation that your partner has with respect to this meeting. Who is my partner. Take the time needed to explore various elements of your future partner. Who he is, that cargo holds, which makes the company where he works, which is its position in the market, that products and services offered, etc.