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Some tactical tips for owning the sales process during an in-person meeting include:
1. Owning the agenda: This allows you to control the sales process.
2. Ditching the projector: Instead of a formal presentation, use a pad and pen to make the meeting more interactive.
3. Treating the meeting like a dialogue: This encourages participation and engagement.
4. Listening more than talking: This shows that you value the prospect's input and are not just there to sell.
5. Sitting on the same side of the table: This reduces formality and creates a more relaxed atmosphere.
6. Delivering your sales story in three minutes or less: This ensures you keep the prospect's attention.
7. Asking probing questions: This helps you understand the prospect's needs and identify any potential roadblocks.
8. Doing the actual selling: This is where you convince the prospect that your product or service is the solution they need.
Asked on the following book summary:
Do you find that most of your sales efforts go to waste? Understand the top reasons why people fail to generate new sales and become a true sales hunt...
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If you get an in-person meeting, own the agenda so that you can own the sales process as well. A couple of tactical tips include ditching the projector in favor of a pad and pen. Treating the meeting like a dialogue rather than a presentation will work in your favor. On that note, be sure to listen much more than you talk. Consider sitting on the same side of the table as the prospect to dial down the formality as well. The core parts of your agenda will be delivering your sales story in three minutes or less, asking probing questions to understand fit and identify any specific roadblocks, and doing the actual selling.
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