ultimately, the goal of every sales meeting is to close the deal or move it toward that result. it should be flexible enough to move with the flow of conversation, and firm enough that it keeps you on track. it’s a more natural alternative to the traditional sales scripts of old, and it protects you from wandering off course. this ensures you make the most of your attendees’ time and attention. create a master sales meeting agenda and tweak it for each meeting you attend.
yes, it’s important you and your prospect understand each other, but that’s not enough to close the deal. if you did your homework, you’re going to have a lot of information about the people you’re meeting with and the company they represent. you want them to talk in depth about their issues — and asking them, “so, is this a priority for you right now?” might not be a great question to start your conversation with. john, i understand you want to increase the profitability of your operation by reducing the costs, and that you want to optimize your manufacturing processes. would you be interested?” because you’ve carefully planned each part of your meeting to build and support the last, your pitch should be a natural ending to the conversation and an easy “yes” from your prospect.
even if you are in the top 48% you want to stay there – here’s how to do it. first, it takes a lot of effort to get a meeting so you are wasting valuable resources if you don’t make good use of it. and if you get the first meeting wrong and the competition get it right your first meeting will be your last one. your key tools for this are the appointment one-pager, a question repository, case studies and a meeting summary template. let me go into a bit more detail and give you a few hints and tips. after the mutual introductions and agreeing on the agenda, you could start by validating your understanding of their business and potential challenges.
the closer the potential challenges are to the customer’s real challenges the better – that’s where an industry and function-specific repository of challenges and questions could be useful. and the way to ask a question that makes you look smart? how is it organised in your firm?” this sort of questioning will build trust at the same time as giving you opportunities to discover vital information and get the customer thinking about challenges that match your solutions. and don’t forget to demonstrate that you are a good listener. of course every customer will be different but there will be many similarities and when a similar challenge arises you can adapt a question you used successfully before. after validating your understanding of their business and potential challenges, present a case study showing how you delivered a solution to a client with similar challenges and exactly how it worked out for them. this demonstrates the credentials of your organisation in a way that is relevant to your prospect and is much more effective than a boring company presentation.
use your first call sales deck… wisely have a plan. tailor the presentation a bit based on the customer’s interests and reactions. explain any create a list of bullet points of topics you’d like to go over during the meeting. then, designate a specific amount of time for each topic. don’t reinvent the wheel for every meeting. create “recurring” agendas and use these as templates. team meeting agenda templates help your team know what to, weekly sales meeting agenda examples, weekly sales meeting agenda examples, first client meeting agenda, first sales meeting of the year, out of the box sales meeting ideas.
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