Meeting Check-Lists 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!
