What preparation do you need before a sales meeting?

To be prepared and maximize the chances of success, follow these straightforward steps:

1.   Confirm the meeting, including who is to attend.

2.   Clarify expectations for the meeting (e.g. format and agenda).

3.   Do your homework on the company and its industry.

4.   Research the person(s) being met (e.g. role and background).

5.   Prepare relevant customer stories and insights.

6.   Prepare a list of questions to ask or information to gather.

7.   Prepare answers to questions and objections you will be asked.

8.   Pack sales aides (e.g. reference letters or financial statements).

9.   Decide what you want the buyer to think, say and do after meeting.

10.Consider the next step for both parties.

Posted by Ray Collis on 4:34 pm. Filed under Before The Meeting. You can follow any responses to this entry through the RSS 2.0. You can leave a response or trackback to this entry