Sales Appointment Preparation

Submitted by Mitch Seigel on Tues, 6/24/2014

When preparing for an upcoming phone or in-person meeting with a prospect or active client, it has become fairly easy to acquire significant amount of information about the people with whom you will be meeting, as well as about their company. There is no excuse to not have at least their LinkedIn profile, let alone other information you can find, via the internet.

Although this great information is at the fingertips of every salesperson, 80% do not take the time to do the research. The reason that this is so important is because this is something you can control in the sales cycle. You cannot control the attitude of the person with whom you are meeting, or what occurred in their life just prior to the meeting with you.

This prep work should be done prior to every call you make. It is remarkable the amount of targeted information you can gather. You may learn that this client is working with a direct competitor. That information may come up in the discussion. Perhaps they have just released a new product or service to the public. This could be the focus of your conversation.

Tomorrow I have a meeting where there will be seven people on the call. Four are from our company and three are from the prospective client. I have sent excerpts of the Linked in profile of each client staff member to the members of our staff, so they have their work history in mind. I have also sent an agenda to everyone on the call, so it doesn't get off focus, with the amount of people on the call. I have also printed and bound a directory of products that this client will be releasing from the fall of this year through winter of next year. This is for easy reference during the call.

No surprises make for a great call and a much higher chance of turning this client from a prospect into an active client and a fruitful relationship.

What are your challenges when it comes to preparing for a client meeting? I look forward to hearing your comments. Until next time...