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Meeting Check-List for Sales Professionals

Written by: Alan McLaren

Article Overview: A few items to consider before you visit a prospect or client.

Meeting Check-List for Sales Professionals

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 don’t 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 client’s eyes. Prospects want to deal with Sales PROFESSIONALS – be one – BE PREPARED!

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