With so many sales articles, sales books, and sales coaching
philosophies, it sometimes can be overwhelming and hard to know where
to start in terms of how to run your sales meeting effectively. Many
aspects of sales are over complicated. Keep it simple for you and for
the prospective client to start seeing better results. Here are some ways to keep your next sales meeting simple: Set a simple agenda. Prior to the meeting, email out a very brief
agenda, with 3-4 topics you will cover, such as current challenges,
discovery about those challenges, potential ways your company can
address those challenges, and set the next steps. Be sure to ask if there is anything to add to the agenda before you
get the meeting started and get their buy-in that the agenda looks
good.
The agenda may read like this: Agenda
1. Current Goals & Challenges
2. Questions & Discovery
3. Possible Solutions & How We Help
4. Next Steps Ask simple questions, ask one question at a time and listen. Sometimes
the most powerful questions you ask are the shortest and most direct
ones. Questions that begin with “what” are generally a good place to
start. Take your time listening. Really put your focus on the
prospective client and #1 and #2 from the sample agenda above. Be in the now and in the moment. Most people tend to sacrifice the now
because they are worrying about the past or the future all the time.
Are you truly listening to the person you are speaking with or are you
thinking about what you need to go and do, your emails, your voice
mails, or what you are going to say next? The more in the moment and
present you can be with your prospect, the more effective the meeting
will be. And by the way, they will feel like you listened to them and
understand their challenges. Set simple next steps. Think about how to make things easier for the
prospective client by clearly setting out the next steps for
partnering together. Make sure the next meeting (phone or in-person)
is being set up before you leave the meeting and that you gain a
commitment on the next step. The key here is to keep forcing yourself to look for ways to simplify
the meeting and the entire process for the prospect to partner with
your organization. If you are not clear, they will be confused and
this will only hurt your efforts. Keep looking for ways to make it
simple for all parties and you will start seeing better sales results
before you know it. By Jeremy Ulmer
philosophies, it sometimes can be overwhelming and hard to know where
to start in terms of how to run your sales meeting effectively. Many
aspects of sales are over complicated. Keep it simple for you and for
the prospective client to start seeing better results. Here are some ways to keep your next sales meeting simple: Set a simple agenda. Prior to the meeting, email out a very brief
agenda, with 3-4 topics you will cover, such as current challenges,
discovery about those challenges, potential ways your company can
address those challenges, and set the next steps. Be sure to ask if there is anything to add to the agenda before you
get the meeting started and get their buy-in that the agenda looks
good.
The agenda may read like this: Agenda
1. Current Goals & Challenges
2. Questions & Discovery
3. Possible Solutions & How We Help
4. Next Steps Ask simple questions, ask one question at a time and listen. Sometimes
the most powerful questions you ask are the shortest and most direct
ones. Questions that begin with “what” are generally a good place to
start. Take your time listening. Really put your focus on the
prospective client and #1 and #2 from the sample agenda above. Be in the now and in the moment. Most people tend to sacrifice the now
because they are worrying about the past or the future all the time.
Are you truly listening to the person you are speaking with or are you
thinking about what you need to go and do, your emails, your voice
mails, or what you are going to say next? The more in the moment and
present you can be with your prospect, the more effective the meeting
will be. And by the way, they will feel like you listened to them and
understand their challenges. Set simple next steps. Think about how to make things easier for the
prospective client by clearly setting out the next steps for
partnering together. Make sure the next meeting (phone or in-person)
is being set up before you leave the meeting and that you gain a
commitment on the next step. The key here is to keep forcing yourself to look for ways to simplify
the meeting and the entire process for the prospect to partner with
your organization. If you are not clear, they will be confused and
this will only hurt your efforts. Keep looking for ways to make it
simple for all parties and you will start seeing better sales results
before you know it. By Jeremy Ulmer
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