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.

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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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Asking probing questions during a sales meeting can be extremely beneficial. It allows you to understand the client's needs, preferences, and potential obstacles better. By asking detailed and thoughtful questions, you can gain insights into what the client is looking for and how your product or service can meet their needs. It also helps in identifying any specific roadblocks that might be preventing the client from making a purchase. These could be anything from budget constraints to a lack of understanding about your product. Once these roadblocks are identified, you can work on addressing them directly, thereby increasing your chances of making a sale.

Delivering your sales story in three minutes or less is significant because it helps to keep the attention of the prospect. In today's fast-paced world, people's attention spans are shorter, and being able to convey your message quickly and succinctly is crucial. It also shows respect for the prospect's time and allows more time for dialogue and addressing specific concerns or roadblocks. Furthermore, a concise sales story demonstrates clarity and focus in your offering, which can enhance your credibility.

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