After the niceties, how are you going to gain control of the meeting

[rifat28dddd]

Outcome:
Write down your desired outcome for the call. Now write down the desired outcome you believe your prospects have. Are they the same? Of course, you need to have an outcome that matters to you, but you won’t get it unless you focus on what matters to the prospect.

Opening:
Write out the opening, just the way you are iran telegram data going to say it. and focus everyone on the agenda? So much time is wasted here and so many meetings spin-off course because this isn’t planned. It’s a simple as, “Thank you all for taking the time to meet about your project. We have an hour together and the purpose of our meeting is to learn how our solution will work for you. We will start by reviewing the project needs and timeline and then discuss how our solution will fit. Is there anything else you’d like to cover?” and BAM you are off to a great start.

Differentiation:
Prepare the points on how you are different than the other solutions they may be considering. If you are at the very beginning of the sales process, you won’t have much information to go on. You’ll have to prepare based on what you think they will respond well to. You only need 2 or 3. It’s important to understand how that unique differentiator matters to the prospect and how it will benefit them directly.

Questions:
Prepare the questions you will ask. Be sure to phrase them in a way that allows you to get the answers you need. If you asked a closed question, it’s because you want a yes or no or a short answer. If you need to understand how they are thinking or feeling you need to prepare to ask an open-ended question that gets them talking. There are 8 questions that have to be answered before you can close a deal. Read that article before you go on.

Objections:
It’s hard to know exactly what a prospect will object to but if you have been selling for any length of time, you have some ideas. It’s best to be prepared to handle objections.

Commitment:
Write down the appropriate commitment question for the outcome you and the prospect desire. The answer should move the sale forward. You may not use the commitment questions you prepared because the conversation could take you in a different direction than you planned. Be prepared and be flexible.

Don’t forget to agree to and write down the next steps before you leave. I have seen so many deals get stuck because the next steps were not clearly defined and no follow-up meeting was scheduled. Once you’ve asked the commitment question the answer will lead you to the next steps or you can simply ask, “What are our next steps?”