Selling Maritime VSAT today is especially challenging. Sucess often depends on identifying key propects before the competition, understanding their needs, and developing a customized and focused, high impact, sales presention. That's why Gottlieb International Group developed and pioneered a unique approach to Consultative Selling.
Step 1: The Research Interview (Pre-sales in action):
Using the Market Research Study as a pre-sales device, we meet with prospective customers and interview them to determine their needs. At the conclusion of the research interview, we introduce our client and ask if they would like to schedule a meeting. In most cases, the subject company is willing to meet.
Step 2: Briefing theClient:
Using the data obtained in the interview, we assist the client in developing a customized sales presentation and coach the sales person in Consultative Sales technique.
Step 3: We Schedule a Meeting withthe Customer:
Finally, we follow up with Customer and arrange a meeting.
1. Because we met with the customer initially for Market Research, we were able to gather much more imformation than a traditional salesperson would in a typical pre-sales meeting;
2. Because we have been able to identify the customer's true needs, a highly effective sales strategy can be developed;
3. The client now has the opportunity for a "warm call" armed with focused information relating to customer need, resulting in a much higher probability of success than a typical sales call.