Sales Presentations Over Dinner

Taking a prospect out to lunch can be a great way to get in front of them. This being said it is also a way for a prospect to get a free diner. But like most professional sales people the cost of a dinner is well worth getting the undivided attention of a potential buyer or decision maker.  Dinner arrangements can be very crucial to success of the meeting. Try to learn or pre-qualify your prospects needs or desires. If you can impress them by taking them to a themed restaurant or match a restaurant to their food preference it will show that you’ve gone the extra mile to please them. Make sure you also select a restaurant that will make them feel comfortable and provides a decent environment to communicate to the prospect. Start of with eating first. Make sure you mirror your prospect. If he gets water to drink, get the same or water, don’t drink if he doesn’t. If they drink wine; pick a few wines from the wine list within your budget and ask your prospect to do the honors. During the meal make small talk and use this time to bond with your prospect gathering all the information necessary to make a compelling sales presentation. After dinner is taken away start politely segueing into business at hand.  Be careful you dont want to ruin your relationship with the prospect by becoming too pushy or making them feel obligated or trapt. Doing this only ensures that you wont get the sale and ruins any chance of every selling this prospect ever again. If you come to the end of the meal and still haven’t been able to close the client schedule a follow up meeting with them before you leave the table to continue this conversation.

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