5. Prep could start from a day before or a week before
Scan Environment for new entrants in client business line
Scan Environment for changes in treatment of product
lines
Backgrounds of Customer, Product and International
Perspective
PREPARATION -1
7. Cultural Differences
Knowledge of Tea may be Used in Tea Whitener
Personal Touch and Humanising yourself
Act it out in your mind
PREPARATION-3
8. Breaking the Ice
(Greetings)
Compliments on a new tie or shirt
A recent promotion
An international Cricket / Football match
New fashions trends/ malls
Catch his attention
Be a window for him
9. How to Address Info Needs
Ask him about challenges his brands are facing
Can he do a mini swot for you or can you do a
mini swot for him ?
Are the changing trends a problem ?
What exactly are they looking for in a vendor
Be a good parrot ;)
10. Ask “What If” Questions
What if your volume doubled in the next one year?
What if people started using smaller SKUs ?
What if you pass on some economy on bigger packs ?
What if such and such innovation is initiated by the
competition ?
What if such and such tax becomes a reality ?
12. NEWS
Do you have any feathers in your cap ?
Have you acquired some new machine or
capability ?
Have we developed any new type of furniture
or fixture ?
Talk about new materials or new grades of
materials used by Pronto
Throw ideas at him to see his reaction and to
deduce
13. Wrap up/ Close
Repeat the discussionbriefly
Capture essence and next steps
Note down any specs shared
Be clear on timelines
Do not hesitate to “educate”
invoicing/receiving/terms (in case of
new clients)
Notas do Editor
Reflect often on trainings you receive. All items go back to one item (preparation) in the end ;) and word wrap up has been written because of the b2b situation
Each one will have its own agenda pace and handling
Know when to walk could have to meanings the not so obvious being not overstaying the welcome
Humanise yourself and remember Sajjad Hotiana . Nuture relationship for future
Idea is to get the ball rolling
Get him to talk. Exercise of asking what you had for breakfast today
But then these questions maybe asked in the 2nd or 3rd visit….judgment is yours
Listen because there is an element of steam in the complaint. Give a 2 second pause for any left over irritation. Be calm at times. Now respond by first restating the complaint in your own words. Ask one or two questions to understand fully and to get him into the thinking mode.