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Sales-Meeting-Minute

Are you prepared?

All too frequently, sales people schedule appointments and then forget about them until the day before the scheduled dates.  Do you? Is preparation a last minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ web sites, advertising, or marketing materials?

 

Can you answer the following questions about your next prospect appointment?

  • What are the first three questions you’ll ask the prospect after you say, “Hello”?
  • What questions will you ask to create rapport and get to know the prospect?
  • What questions will you ask to explore the prospect’s need and hone in on the underlying reasons for or events that precipitated the need?
  • What commitment(s) will you ask for if there is a fit between what the prospect needs and what you can provide?

If you haven’t identified and rehearsed the questions you’ll need to ask to start the meeting, explore the prospect’s requirements, qualify the opportunity, and systematically move the meeting to an appropriate conclusion, then you’re NOT prepared.


 

Copyright 2015 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047 or visit www.glennon.sandler.com



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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

www.glennon.sandler.com




[email protected]
1-866-645-2047



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The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

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