Free webinar – 15 September | 15:00 | Duration: approximately 1 hour

We regularly hear from High Tech NL members that getting a seat at the table with new potential customers can be a real challenge. This is especially true in high-tech and medtech, where the number of relevant prospects may be limited and buying decisions are often complex and take time.

A first meeting is rarely earned by simply pitching harder. You need to give a potential customer a good reason to spend their time with you. That starts with understanding what may be relevant to them and approaching them in a way that creates curiosity and trust.

And once you have earned that conversation, what do you talk about?

A good first sales conversation is not about presenting everything your company or technology can do. It is about asking the right questions, understanding the customer’s priorities and challenges, and discovering whether there is a meaningful reason to continue the conversation.

In this practical webinar, we will explore how to:

• ask potential clients for a meeting and get them to agree to one
• find out what their priorities and challenges are and how you can contribute to that
• obtain the information you need to scope out the length and complexity of the sales cycle
• switch between product sales and consultative sales
• determine a relevant and natural next step

Whether sales is a regular part of your role or something you only do occasionally, this webinar will give you practical ways to approach future customers with more confidence. The aim is not to turn every conversation into a sales pitch, but to have better conversations that create the foundation for a potential customer relationship.

There will also be time to ask questions and discuss situations you encounter in your own work.

About the speaker