by Rick Baker
On Jul 21, 2011
Here’s a way to look at why a meeting agenda is an important tool and why sharing views on ‘Why are we meeting?’ are important.
Create an agenda, review it at least a day or two before the meeting. Then quickly review it when the meeting starts. If, at the beginning of the meeting, people are on different wavelengths then that’s a big problem.
Something must be done to correct that problem.
Here is a set of steps you can discuss with your sales people…
- Always have meeting agendas.
- When the meeting with the Client/Probable Client begins, confirm the agenda...if there is any hesitation on the Client’s part...take the time to understand the situation and decide whether the situation is better or worse than the situation you thought was agreed to under the agenda.
- If it is worse then step back and do not start the meeting until you believe something has changed for the better. If nothing changes for the better....you should recognize the Client probably does not want to do the business meeting with you at this time. Have strategies ready for that situation. Let the Client know you are sensing maybe this not the right time for the Client to do the meeting. See how the Client reacts. Perhaps, insist on returning later rather than proceeding. Use your judgment.
- If the situation is better than expected under the agenda...try to go with it. Try to understand what has changed and what the Client is now thinking and wanting. Then decide whether or not you can get that done, and make money. If you feel you are not prepared then maybe you will be uncomfortable and that may be a good reason to re-book the meeting? Or, maybe you will sense a major opportunity and go with the flow as it takes you to even greater success than anticipated?
- Rarely do people want to stick with the pre-planned agenda. That comes out when the agenda is being reviewed at the very beginning of the meeting....so, the meeting rarely goes exactly as anticipated.
- So, try to adjust what you say to optimize/maximize the situation. The main point: do not assume the situation…understand the situation.
- Never give “canned” presentations or spiels...and, rarely use the same approach twice even if you are selling the same thing. [about the underlining…I have found many Sales people really struggle with this one. Ordinary Sales people really struggle with it.]
- The keys are: understanding what the Client wants...and recognizing situations change. Situations will change between the times you book the meetings/set the agendas and when you visit to have the meetings. Don’t assume or take chances: figure out those changes.
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Sales