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We regularly hear from High Tech NL members that getting a seat at the table with new potential customers can be a real challenge. This is especially true in high-tech and medtech, where the number of relevant prospects may be limited and buying decisions are often complex and take time.
A first meeting is rarely earned by simply pitching harder. You need to give a potential customer a good reason to spend their time with you. That starts with understanding what may be relevant to them and approaching them in a way that creates curiosity and trust.
A good first sales conversation is not about presenting everything your company or technology can do. It is about asking the right questions, understanding the customer’s priorities and challenges, and discovering whether there is a meaningful reason to continue the conversation.
In this practical webinar, we will explore how to:
We regularly hear from High Tech NL members that getting a seat at the table with new potential customers can be a real challenge. This is especially true in high-tech and medtech, where the number of relevant prospects may be limited and buying decisions are often complex and take time.
A first meeting is rarely earned by simply pitching harder. You need to give a potential customer a good reason to spend their time with you. That starts with understanding what may be relevant to them and approaching them in a way that creates curiosity and trust.
A good first sales conversation is not about presenting everything your company or technology can do. It is about asking the right questions, understanding the customer’s priorities and challenges, and discovering whether there is a meaningful reason to continue the conversation.
In this practical webinar, we will explore how to:
- ask potential clients for a meeting and get them to agree to one
- find out what their priorities and challenges are and how you can contribute to that
- obtain the information you need to scope out the length and complexity of the sales cycle
- switch between product sales and consultative sales
- determine a relevant and natural next step
