Design Your Sales Meetings to Generate Value - Tons Of Value
Meetings are where you either prove your value or slowly undermine your own credibility and trust. An effective sales meeting builds trust. Trust long-term = revenue. Don’t ever forget this simple truth. Ever.
Everyone has blind spots. Take for example, my use of too many words. Beware, your blind spots may be undermining your credibility and the value you bring. It’s pointless to pretend you don’t have any blind spots, and candidly, will only hold you back.
Instead, role play what you plan to say with at least one other person on the call. Think through places where you could possibly get derailed – it is a game changer. It’s not a comfortable process but more than once it has saved me from floundering in front of an important client.
Tip: Think through the following in advance.
What is the one thing you want participants to take away from the meeting? What information and feedback do you require to move forward on a project, proposal, etc.? Where should you have check-in points to gauge for reception? Who are the best people to address key points, and in what order? Use your sales meetings to generate value.