Most sales people and managers do not prepare for meetings. Sure, they prepare for that really big presentation, but what about the smaller meetings? Or even a lunch?
One of my first mentors taught me that you always need to be prepared, and that every meeting is important – no matter how long or short. I often run through a quick checklist in my mind before I go into key sales meetings:
1. What is my goal? What is the next step or action that I am seeking in that meeting?
2. What are topics that need to avoid or issues that might be raised? How will I deal with them?
3. I review key data points. At a personal level (Refresh on things that are important to that person or group) and at a business level (Refresh on the dynamics, outstanding issues, etc.)
4. What are my tactics to achieve the goal?
Clients are busy. While they may give you that first cordial meeting – they will not give you a second. They need to move their business forward, and by moving toward a goal in each interaction, both parties benefit and the sales person gains credibility.
I need to print this out for our team. Meetings are dreadful. It doesn\’t help that I have to leave Vegas 5:30 am for Burbank and then sit through a meeting all day that could have been handled with an email. Ah, Tuesday is almost here. Another early flight, another meeting filled with interjections that do not have anything to do with the tast at hand.