The Sales Meeting Objective – Is It Mutually Beneficial?
All sales meetings should have a clearly defined objective defined at the beginning of the meeting and shared with the buyer - in addition to clearly articulating an agenda for the meeting as well.
The sales meeting objective should be mutually beneficial in that the buyer is in attendance to determine whether or not the seller has anything in their product portfolio that the buyer will want to buy.
The seller on the other hand will be gathering as much information as possible in order to determine whether the seller may have a product or service that the buyer may want to buy.
The buyer is looking for products and services that will impact the business in terms of increasing revenues, decreasing business expense, improving productivity, enhancing marketing, improving technology capabilities, improving security protection.
The seller is listening for information that will allow them to differentiate themselves, when they go into the presentation meeting with the proposal, where they can demonstrate how their products and services will help the buyer's company increase revenues, decrease business expense, improve productivity, enhance marketing, improve technology capabilities and improve security protection.
As a result, the meeting objectives for both the seller and buyer should be mutually beneficial.