Meeting MPI Toronto - March/April 2016 - (Page 8)
SELLING TO THE
Interview by Elise Taylor, EventMobi
here has never been a better time to sell. With the
rise of the digital age come new ways to sell and
prospect to the buyers of today.
I have been lucky enough to work along some
of the best minds in sales, including Dinesh Kandanchatha,
a high-performance engineer, managing director, advisor,
consultant, mentor and sales coach to various companies
in North America. His LinkedIn profile notes an impressive
resume of helping teams increase sales numbers and build
success stories. He also has event industry ties, so of
course, I was driven to pick his brain! Just how does he sell
to the buyers of today?
HOW DO YOU PROSPECT AND
QUALIFY A CLIENT?
1. Build a high probability customer profile. Make sure to
include your title, company size, etc. (LinkedIn is a great
tool for this.) Qualify your prospects before you start
them. Make sure everyone you call would be an
client - that way you can justify investing in
him or her for the long term!
2. Set realistic