Whether you're a novice to the sales trade or a seasoned professional, you likely recognize that when someone offers to do lunch, he or she is giving you a golden opportunity. A few sales tips can help you capitalize on that chance. The offer of lunch from an established client may mean an increase in sales volume or a chance to quickly remove an unforeseen obstacle. Lunch meetings with employers can also mean a shot at promotion or the opportunity to explain choices you may have made in the past that had less than stellar results. For good or ill, these meetings can be major milestones in your career, but you need to remember these five sales tips before the meeting.
- Silence phones before meeting with clients and superiors or team members over lunch. Mary-Nestor Harper points out that cell phones can create unwanted distractions. Unless something completely dire is at hand, most situations can be resolved after the hour or two you may spend in the meeting.
- Also, dress appropriately for a business meeting. This may seem like professional sales training basics, but some forget that even a casual light lunch at a coffeehouse is no reason to don the Hawaiian shirt and shorts. Dressing too formally for the occasion can quickly be explained away if you have another meeting or must return to work after dining.
- Be prepared. The motto of the Boy Scouts of America is also one of the longest-standing sales tips out there. Preparation is not optional when you have a lunch meeting scheduled. Sending a clear message that you are ready to engage in business and are not just taking a break from your daily duties can help both you and your meeting partner or partners get right to the matters at hand.
- Making the most of your time is also important. Use small talk sparingly and only before ordering your meal or as you are getting ready to sit. Time during food preparation should allow you to feel out whether this is a positive meeting or a chance to address concerns, so you can tackle the meat of any issues when the first course arrives.
- The fifth sales tip to remember is to end on a positive note. Even if the meeting was designed to be an upbraiding for performance issues or a forum to discuss complaints about services received, ending the lunch by reaffirming your commitment to excellent sales and service is far better than allowing negative feelings to cap the event.
It may seem that remembering five simple sales tips during your meal is easy, but the pressures of a less-than-positive lunch meeting agenda can cause the occasional slip. Some managers or savvy clients may even count on this to get you to lower your guard. Remember your professional sales training, and keep things businesslike and clear. Many companies forbid alcohol during lunch meetings, while others may have no such restrictions. Either way, keep your head clear and your demeanor professional.
Sales professionals know to look for opportunities in any situation. A lunch meeting provides a wealth of chances to repair previous issues or launch into new deals. Dressing for success and minimizing distractions can help greatly. Preparation is paramount. Remember to remain professional and end your lunch on a positive note. Keeping these five sales tips in mind can help ensure that you get the most out of your meeting and may even turn negative events into positive ones.
(photo courtesy of freedigitalphotos.net)
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