Are You Setting Meeting Expectations?

Too often salespeople go to meetings expecting to sell, while at the same time buyers arrive expecting to be sold to. These old habits and expectations can be hard to change. In most cases however, nobody will have actually clarified what exactly the objective of the meeting is and what it will cover.

It may seem obvious to suggest a salesperson should always send an email confirming what the focus of the meeting is going to be. However, up to 50% of the salespeople we work with fail to set meeting expectations clearly. An example of such an expectation setting email is below.

Remember, setting meeting expectations is an effective means of taking the pressure off both buyer and seller.

Posted by Ray Collis on 11:21 pm. Filed under 1. Revise Your Objectives. You can follow any responses to this entry through the RSS 2.0. You can leave a response or trackback to this entry