You’ve worked hard to find solid customers. You’ve established touch points through email marketing and targeted phone calls, and now you’re ready to meet with a key client. You are confident in your product and sales techniques. But a good product and a good salesperson aren’t enough. Planning a sales meeting is vital. So we’ve compiled 6 top tips to boost your confidence and close more deals.
- Set the Tone
- Ask the right set of questions
- Begin at the End
- Reaching Goals
- A Fair Debate: Rivals
- Use Feedback Loops
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Set the Tone
The first exchange should be positive. Start the meeting with a positive statement unrelated to the upcoming presentation. It can be as simple as “Wow, that’s a nice view” or “I love those pens.” Once the meeting has a positive vibe, it is easier to keep it going.
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Ask the right set of questions
You might be tempted to start a meeting with a pitch. You’re prepared because you’ve done your homework and met with this prospect. But understanding your prospect doesn’t end with the presentation.
In order to identify pain points and challenges, ask questions. After a thorough discussion, confirm what you know and ask if there is anything you are missing shows you care about the prospect and value their time.
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Begin at the End
Begin with the purpose of the presentation if you have sent materials ahead of time, discussed goals, and are aware of any changes or new concerns your potential customer has. To clarify the benefits of your product or service, build up your differentiators during the presentation.
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Reaching Goals
Make sure your prospect understands your goals and expectations for the meeting. Clarifying the goal in an email or meeting invitation is a great strategy. Using a presentation slide to summarize the meeting agenda is another great idea. A quick discussion of these points will tell you if the prospect expects to make a decision later or not.
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A Fair Debate: Rivals
Don’t ignore the elephant. Instead, focus on how your product is better suited to solve your prospect’s problems. Acknowledging competitors builds credibility by demonstrating preparation, understanding of prospects’ needs, and industry knowledge.
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Use Feedback Loops
Using a feedback loop in the discussion can help you add value to your presentation and close more deals. Avoid giving a one-way presentation where you push information while the prospect sits and listens. Rather, keep the conversation going and build rapport by asking for feedback.
You will learn how the prospect feels about your pitch, if they understand the information provided, and how likely you are to close the deal. Positive and negative responses are both useful in feedback loops because they direct the presenter.