There's a saying that you can't teach an old dog new tricks! I don't believe it! Here's a few tips that you must have before going to any appointment.
Lease Documents:
Yup, have a few handy, and a few credit apps, never know when you're going to make a mistake and need another.
Sales Orders:
Have them preprinted and all filled out with the pricing, so if you get into a closing situation you can sign the docs right on the spot. I can't tell you how many times I didn't have any, either I forget them or I didn't think there was a chance to sign an order that day. The opportunity came, I closed on a verbal deal and then when I went back with the documents, it was too late and the client changed their minds.
Letters of Reference & LinkedIn Page:
Nothing is better than having 20 or 30 of these on hand if you need em. If you've been in the same territory as long as I've been, then odds are your potential client will know an existing client that wrote you a letter of reference!
Update! Who has time for letters anymore? Bring the DM right to your LinkedIn profile page. The trick is to make sure you have many recommendations!
Calculators:
Can't have enough of these! Go for the bigger ones with a big display and when calculating a price don't tell the customer the cost, hand him or her your calculator with the final purchase price or lease price.
Notebook Computer or Tablet:
Have all of your brochures, your PPT if you use one and possibly some youtube video demonstrations of your systems or software. What I like best is to show potential clients a PPT, then the video on the system and then a run through of the print drivers or third party solution that you are providing.
Questioner:
Make a list of the your top questions that you need answered, we all know em, but how many times do we really ask those questions? As you're asking the questions make sure you jot down the answers from the potential client and then at the end of the questions state a brief summary. Make sure you have a questions for buying time frame, and is this anyone else that needs to be included in the decision making and if you are going to lease or purchase.
Apps
Do you have the latest apps downloaded on your smart phone or tablet? If not load em now. I have all of them and can demo them at a moments notice. "Eat what you cook", show them you're a fan of the technology also!
From experience don't leave your home or office with out these tools.
-=Good Selling=-