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Guest post by: Todd Willard Become an Author

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An agenda should be created for every sales meeting that is going to be conducted. The agenda should contain the topics to be discussed during the meeting.

One key item that I use on my agenda document that differentiates me from my competition is that I add 3 blank lines on the bottom of the agenda document that I am sharing with my potential buyer.

The three blank lines - while appearing to be a very simple concept - have in fact been one of the most impactful things that I do in the first 1 minute of my meeting with the buyer. Here is the wording I use with my buyer as I introduce our meeting with the agenda:

"Mr. Buyer, I have prepared an agenda for our meeting today. Please note that I have 4 items on the agenda that I would like to discuss with you today. However, please also notice the 3 blank lines on the bottom of the agenda. These lines are here to see if you have anything you would like to discuss today - prior to getting to my agenda items. Is there anything you would like to add?"

Through this simple technique, the buyer is now feeling a couple of things:

• 1) They are feeling empowered
• 2) They are feeling important
• 3) They feel like I really care

Are these items what we want our buyer to feel? Absolutely! All this is accomplished in the first minute of the meeting simply by presenting the agenda in a different format.

Try it and see how much more responsive your buyer will be to you during the sales meeting!

WILLARD'S WISDOM

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