Sales Meetings

How To Discover Needs At The Start Of A Prospect Meeting

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their problems. After all, a prospect can be faced with a BIG problem but have no real need or desire to fix it. So how can you…

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5 Video Meeting Mistakes To Avoid At All Costs

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do…

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You’re Kept Waiting For 45 Minutes & Then Told You’ve Only Got 30 Minutes – Now What?

So you’ve really done your homework on this new prospective client. You’ve put in hours of preparation for this meeting and you’ve set off early to travel the 120 miles to meet with them. And because you hate being late you rock up an hour early and you pop into McDonalds for a quick cuppa. You turn up 15 minutes…

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How To Create A Feeling Of Dissatisfaction In A Prospect

Have you spoken to prospects and they’ve said ‘Thank you, but I’m happy with what I’ve got’? This is the single most common response to salespeople today, in person or on the phone. the prospect has no reason to change because the product or service they’re using is working just fine, or it provides everything they need at the moment,…

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What To Do When Waiting For The Prospect

So, you’ve done all the hard work in preparing for the visit to your prospect. You’ve got all the materials you need, the traffic’s been ok and you’ve arrived on time. You ask for the prospect at reception and you’re told that you will be collected in a few minutes. What can you do during this phase while you’re waiting?…

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How To Contribute Effectively To Your Sales Meetings

Be honest. How much do you REALLY LOOK FORWARD to your sales meetings with the boss? Chances are your immediate response ranged from ‘somewhat’ to ‘I’d rather have root-canal work done!’ Why do many sales meetings end up being a rehash of the “same-old same old”, with the end result being a mixture of ‘glad that’s over’ and ‘let’s get…

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How To Find The Prospect’s Decision-Making Process

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was first selling MTD’s services. Then it hit me that this was an obvious question that should come up early in the…

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A Quick Answer To ‘Tell Me About Your Company?’

A lot of salespeople are proud about their company and the products and services they sell. This gives them confidence when it comes to discussing options with their prospects, because they feel happy to share their knowledge and information about everything they know. But when a prospect asks about your company, it can be tempting to launch into a whole…

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The Transition From Small Talk To Real Business In A Meeting

This is an interesting question that came up in one of recent sales courses. The sales person wanted to know if there was an ideal time period to spend on idle chit-chat (or rapport-building, as he termed it) before getting into the meat of the meeting. He felt that sometimes he sounded as if he was avoiding the real issues…

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How Do You Know You’re On The Right Track?

Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity of where you are in the selling cycle or what is actually happening during the sale. How do you know when things are actually going…

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