Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.

Register Here
Close

Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.
Register Here
The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

How to Get the Most Out of Your Next Sales Meeting

By Rachel Clapp Miller

How to Get the Most Out of Your Next Sales Meeting

how_to_get_the_most_out_of_your_next_sales_meeting_This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here.

There are many components to a sales conversation: Discovery Questions, Buyer Needs, Value Drivers, Differentiators, but in order to ready yourself to command your sales conversation, you need to do the work up front to make sure the meeting is a successful one.

Here are three ways you can prepare for success and ensure a great outcome for your next prospect meeting.

 Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.

1. Send an Agenda 

We know why you don’t want to send an agenda. You’re afraid if you remind someone that he or she has a meeting with you – they’ll cancel.

That’s flawed thinking. 

You’ve already earned the right to have the meeting. To get the meeting, you most likely articulated the value you can provide your customer. Sending an agenda isn’t going to make or break the opportunity. “Oh I was going to choose that vendor, but can you believe what their seller did? SENT AN AGENDA!” (See? It’s not logical. Send an agenda.)

Any executive that’s been given authority to make a large B2B buying decision should take the meeting seriously. An agenda will demonstrate your business acumen, help your prospect prepare for the meeting, and positions you to have a successful meeting
When you send an agenda, make sure you also include the "3P's": 

  • The Purposethe goal of the meeting
  • The Processdefine how the time will be spent
  • The Payoffthe relevant and tangible benefits that will pique the prospect’s interest

2. Define the Outcomes

At Force Management, our leadership team often starts meetings by asking everyone in the room or on the call, “What would be a good outcome for you?” This simple question accomplishes several things:

  • It ensures everyone is focused on the goals of the meeting. 
  • It allows you, as a seller, to make sure you are aligning the. conversation with the needs and goals of the prospects in the room. 
  • It creates a benchmark for a good meeting. Did you achieve the outcomes everyone was looking for? (If not, you know where you need to follow up)

3. Be Audible-Ready

If you want to command your message, you have to be audible-ready, no matter where you are in the sales process.

When you call a meeting, make sure you’re prepared to ask the right questions, listen for customer problems, and guide the conversation in a way that demonstrates your ability to solve them. You never know who is going to be in the room, or where their mindset is going to be when you show up for the meeting. Always be audible-ready to articulate your value and differentiation in ways that speak to your customer’s biggest business problems.

Rachel Clapp Miller is the Assistant Marketing Director at Force Management. Force Management specializes in sales transformations that help B2B sales organizations increase revenue, improve sales margins and gain market share. Follow them on Twitter: @ForceMGMT and on LinkedIn.

Photo Credit: Eugenio Marongiu / Shutterstock

Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.

Topics:

Inbound Sales
Published on April 17, 2014

Recent Articles

How Does They Ask, You Answer Benefit Sales?
December 7, 2022 • 5 min read
What Is a Revenue Team?
December 5, 2022 • 4 min read
24 Essential Questions for Understanding Your Ideal Customer (+ Infographic)
December 1, 2022 • 5 min read
What Is a Buyer Persona (And Do You Really Need One)?
November 21, 2022 • 8 min read
How to Make Role-play Actually Valuable for Your Sales Team
November 10, 2022 • 6 min read
Want to Win More and Improve Company Culture? Do More Role-playing
November 9, 2022 • 4 min read
4 Smart Ways to "Unsuck" Your Sales Presentations
October 27, 2022 • 4 min read
Your Sales Presentations Suck — Here’s Why
October 26, 2022 • 3 min read
12 Best Practices for Better Virtual Sales Calls
October 24, 2022 • 8 min read
8 Reasons Why Sales Training Can Fail to Deliver Results
September 22, 2022 • 6 min read
Sales and Marketing Friction is Hurting Your Bottom Line – Here’s What to Do About It
August 4, 2022 • 6 min read
How To Create a Sales Process That Closes More Deals
August 1, 2022 • 6 min read
The 5 Most Common Sales Problems — And How To Solve Them
July 4, 2022 • 8 min read
The Best Sales Enablement Tools for Your Team in 2022
June 13, 2022 • 7 min read
Sales Qualifying Questions: How Do You Know If Your Leads Are Ready?
May 12, 2022 • 7 min read
Building an Inbound Sales Program: 6 Critical Elements of Inbound Sales Strategies
May 5, 2022 • 8 min read
How To Use Personalized Video in Your Sales Process [+Video]
April 18, 2022 • 4 min read
14 Sales Qualifying Questions for Finding Better-Fit Leads
April 14, 2022 • 8 min read
3 Effective Ways To Use Personalized Sales Videos
April 11, 2022 • 6 min read
Inbound Sales vs. Outbound Sales: What Is The Difference?
April 4, 2022 • 8 min read
5 Revenue Metrics You Should Be Measuring
March 29, 2022 • 6 min read
How To Get Great Content Ideas From Your Sales Team
March 17, 2022 • 5 min read
4 Common Assignment Selling Mistakes (and How to Fix Them)
February 14, 2022 • 7 min read
Sales vs Marketing in 2022: What’s The Difference?
February 7, 2022 • 7 min read
5 Real-Life Examples of Assignment Selling In Action
December 13, 2021 • 9 min read