Thoughtful Thursdays – Getting the most out of your customer meetings

The days of dropping in unannounced to see your customers are long gone. Your own schedule probably does not permit this type of sales call strategy except on rare occasions.

Time is extremely valuable and treating it accordingly will contribute to your likeability. It does not mean that you are stingy with your time, but time wisely spent is well worth the effort to determine how you are going to use yours and your customers.

Sales call planning is essential to getting the most out of your customer meetings. Planning also helps your customer get the most out your meetings.

• Set a goal for all your meetings
  • What do you want to accomplish?
• Have a plan to accomplish that goal
  • Have a meeting agenda
• Develop the framework for conversation you want to have with your customer
  • How to you want them to feel after the meeting?
• Think about possible objections and prepare reponses
• If your meeting has a set duration, work to that time and do not overload the sgenda.
• Agree on the plan of action for the next meeting
  • Who has to do what?
  • Set the timeframe – when is the next meeting?
• Confirm with a follow up email or note

Sales call planning will help you and your customer get the most out of your meetings and likely result in a faster closer.

Spend your time wisely and wisely spend it.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

---

Comments are closed.