Don't Plan Your Client Meeting on the Exit Ramp
You’ve finally gotten a meeting with the Key Decision Maker at a large client or prospect. You’ve picked up your colleague at the airport and when you get to the exit ramp, the conversation goes like this: "Ok, we’re getting close, now what are you going to say and what am I going to say?"
Has that happened to you?
Are you and your colleagues adequately prepared for each and every meeting? Or, are you 'planning' when you’re on the exit ramp just a few minutes beforehand?
"A goal without a plan is just a wish." — Antoine de Saint-Exupéry, Author
If you haven’t done the proper planning, your chances of getting the desired result are slim. At Butler Street we teach, “Every time you have contact with a prospect or client, it is an opportunity to create value. So wouldn’t you plan these contacts in order to get maximum impact and ensure the creation of value?” Of course you would!
A well-planned sales call contains these seven components:
The first part of preparation is Compiling the Background
Be educated on the people, the company, and any previous relationships. Do your research to learn about them and their current challenges. Just like a job interview, you don’t want to ask as a question for information that is readily available through Google or the company website. Find a linked connection, or a common ground, experience, or interest. Recap what you know about them and identify what you need to know.
Second, Identify your Goals. Have both an established primary and secondary goal for each interaction.
Then determine your Valid Business Reason, Introduction, and outline the agenda. Organize SIGN Questions that you will use to perform Fact Finding. Determine potential solution recommendations and be able to describe the impact of each to Sell Value. Anticipate Objections that are likely to come up in the meeting and formulate ways that you can overcome them using the LAER model. Prepare to Gain Commitment and plan suggested next steps in advance.
If you don’t want to waste your time or your client’s time, if you want to become more effective in your sales efforts, or if you want to learn how to know if your sales meeting was successful, Contact us to schedule or attend a Butler Street Sales Effectiveness training. Anyone that books an upcoming session will receive an advance copy of the Call Planning Worksheet to begin using right away!
Be armed with the knowledge and tools to create the most value for your clients, before you get to the exit ramp.