The devil is in the details Preparation for customer meetings is critical. Here are a few items to consider before you visit your prospect.
Re-Confirm Date, Time, Place, # of attendees 24 hours prior to visit Ensure you have an agenda for the meeting Know how much time you have Know the Titles and Responsibilities of attendees (if available)
Know the meeting environment (if available prior to visit)
Clarify what is to be accomplished at meeting and/or preferences (customer expectations)
IE: Does the client wish to talk, do a whiteboard, see a PowerPoint, etc. (if so, is a Whiteboard/Projection screen available?)
If being accompanied by a colleague (Sales Engineer, Manager, etc) confirm availability and make sure you do a debrief on the account.
Do you know where you are going make sure you dont want to be late because you got lost Ensure you have all the pertinent Account information (ACT info - Contact Report, etc)
Literature/Demo Software, etc (if applicable)
Business Cards Cash (for Parking, Coffee, etc)
Appropriate Corporate Dress Cell Phone/Blackberry muted Clean Automobile if clients are picked up When you look and act the part through your preparation you are more believable and trustworthy in your clients eyes. Prospects want to deal with Sales PROFESSIONALS be one BE PREPARED!
Meeting Check-List for Sales Professionals - To learn more about this author, visit Alan McLaren's Website.
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