Friday, December 01, 2006

Meeting preparation

One way I always prepare for sales meetings is by answering the following 4 questions (I do a mindmap on this):

what would I like them to know (what will I tell)?
what do I want to know (what will I ask)?
how do I want them to feel (set the tone of the meeting)?
what do I want them to do at the end of the meeting (what is their commitment?, I didn’t like being the only one with homework afterwards)

this forces me to make sure i get the most out of the 60-90 minutes you have available in your sales call.