Sales Meeting Objectives
Duration: 80 minutes
This module is fundamental. Its concepts permeate the rest of the material. It is about how to plan sales meetings.
Most business professionals when asked to describe their sales objective for an upcoming meeting will give the agenda. For instance:
"I want to tell them about the XYZ service."
"We need to discuss the implementation plan."
"I want to find out their budget."
This is simply not good enough. In this module, we make a big distinction between the Agenda of a meeting and the Commitment from the meeting.
The Agenda is what you want to do in the meeting. The Commitment is what you want the prospect to do at the end of the meeting. Both are important and both need to be prepared for.
During a meeting, you might want to find out their needs. At the end of the meeting, you want introductions to other key individuals. This concept is critical for many reasons. For example, suppose you meet a senior executive, explain all about your product then just leave. The executive will be very frustrated. What was all that about? Senior people expect us to ask for some sort of commitment. If you do not they will be very disappointed.
Next the course discusses the quality of the commitment you see. Big people make big decisions, they give “Hunting Licenses,” document Sales Project Timetables, give Sole Supplier Status and allocate budgets. It is from these commitments that you can measure our progress as a major sale progresses.
- Contact us today to find out how we can help you get ahead. For more information call toll free (877) 228-2622 or e-mail email@example.com.