Getting prepared for sales meetings

Going to a sales meeting can be a daunting experience, especially if you are either new to sales, have not had and 'training' or just don't 'find it easy' when you come into sales presentation situations.

Naturally, we want to put on a performance. We want to convince the client or prospect that we are 'suitable' to take the order and deliver in alignment with their expecations of us a provider of products or services.

Below are '5 essential tips' that will assist you in 'getting prepared' and should you want to choose to take on board the information you'll see a significant improvement in 'confidence' and results.

Tip 1 - Do your homework
Before the meeting, research the client. WHO are they, WHAT do they specialise in, WHERE are they based/operate, WHEN did they start in business, WHY they do what they do or the 'solution' they provide to clients.

This research is essential. Why? In case you are asked, "What do you know about us?"
Do you think a person who knew would have an advantage over someone who doesn't?

Tip 2 - Plan for possibilities!
I'm sure you've been to numerous meetings and had 'questions' fired at you about you and your service. How did you answer them last time? What response did you get? Could you have changed the way you said something that would have meant different outcome?

Think about what might happen, what might be said, plan for it and you can be sure to handle it appropriately when it comes up next time round!

Tip 3 - Frame the meeting
Framing refers to setting the scene. Agree a course of events for the meeting, understand what the expectations are of those attending. Getting 'shared agreement' on the format and structure of the meeting means that everyone knows what's happening and where the meeting is going.

Tip 4 - Understand the difference between 'features, advantages and benefits'
Too often, sales people sell 'features' and we don't buy features. People buy emotional benefits, that is, 'what I get once I have bought and benefitted from having your product or service'.

Think about your clients, what they 'get/experience' after they have had what you offer. This will define what you 'really do' for them.

Tip 5 - Install confidence in your client.
Language is so powerful. Use it to install 'states and emotions' in your prospects!

"I want you to feel confident that we are able to deliver this solution in the time frame you want"

How do you want the prospect to feel about you, your service or product? Tell them!!


Happy sales presenting!

Nick