Don't Quit While You're Ahead

Here's a quick tip that I just shared with one of our clients for making their first meetings with prospective clients more productive. Maybe it can help you out as well.

During a role practice session with our client's sales team, I noticed that while one salesperson in particular did well and succeeded in scheduling a meeting, he stopped once his prize was attained. I suggested that instead of just agreeing to a meeting and leaving it at that, he should add another step.

After his prospect agrees to see him, I told him to propose sending an agenda via email or including the information in the Outlook meeting invitation itself. Then, they should verbally review the agenda on the phone.

This would set expectations ahead of time, and allow for any quick comments or question either one had, while potentially gauging the level of interest. I think it also shows the salesperson to be a true professional.

On May 7th, Criteria for Success will host an executive workshop, “I Don’t Want To Be a Salesperson; I Want To Be a CEO.” The event’s panelists will include NY Report publisher and editor-in-chief Robert Levin. Visit http://www.criteriaforsuccess.com/events/ for more information.