Meeting Mastery: Transforming Sales Conversations into Deals

Ever walked out of a sales meeting and thought, “That didn’t go as planned…”? Many salespeople walk into meetings and completely miss the mark with their customers, even with a great product that’s a good fit for the client’s needs.

A sales meeting can be a daunting experience if you’re unprepared. If you haven’t done your homework, the meeting takes its own course, and closing the deal becomes a matter of chance.

Pre-Meeting

1. Research is Key: Gather as much information as you can on your customer and their business, the industry they operate in, and the general trends and pressures they are subject to.
2. Contacts and Connections: Look for people you know inside their organization who can share information or put in a quick good word for you.
3. Clear Agenda, Clear Objectives: Set a clear agenda and share it beforehand if possible. Remember, it takes about seven touchpoints before you get around to closing a sale — know what stage you’re at and the objective of every meeting.

In-Meeting

1. Get Your Customers Talking: Keep the meeting interactive — ask questions and get your customer talking about their business, their industry, and their customers.
2. Focus on Their Problems: Use the right questions to get your customers talking about their problems, and bring to their attention the cost of not addressing those problems right away.
3. Bring Value to the Table: Find ways to add value even before the actual sale takes place — a relevant article, a potential introduction, an invitation to a relevant event.
4. Clear Next Steps and a Timeline: Do not, under any circumstances, leave a meeting open-ended. Always define clearly what will happen next, and set a timeline for that next step.