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