It all started with chaos - and that’s how it would be if you didn’t plan your sales meetings. Many experienced salespeople would tell you that the more work you put into planning, the more successful you’ll be. Below, in just a few steps, we’ll show you how to effectively plan sales meetings, and why planning is important.

Knowing who you’re meeting is crucial. Not just knowing about your client’s company, but knowing whether the person you’re meeting with is a decision-maker. Such information isn’t the easiest to find, but it definitely improves your chances of a successful meeting. If you want to be well prepared, it’s important to do some basic research on the client. Their industry, product, number of employees, business environment, and competitors are all important. All this allows you to prepare an offer that’s interesting for the client. If it isn’t the first meeting, you should refresh your knowledge of the client using your CRM database or your own notes. It is also worth studying their order history, and complaints, and all other factors that could shape the client’s opinion about your company. This information will allow you to take the next steps in planning the meeting.


Important:

  • You have to know who you’re meeting.
  • You have to know as much as possible about the client’s company.
  • You have to know the client’s purchase history.

Meeting objective

Before meeting, you need to know why you’re meeting, what you want to achieve. Your information on the client will help you establish a goal. It could be to make the first sale, to maintain the relationship, or to clear up misunderstandings. It’s worth using the well-known S.M.A.R.T method to set your goal:

  • S(pecific) - the goal should be specific,
  • M(easurable) - the goal should be measurable,
  • A(chievable) - the goal should be achievable,
  • R(elevant) - the goal should be relevant,
  • T(ime-bound) - the target should be defined in time.

Using this method will allow you to establish rational goals which will significantly increase your chances of achieving them.

Examples of goals compatible with this method are:

  • Increase Client A’s order value by 5% by the end of the month.
  • Acquire 10 new clients by the end of the first quarter of 2019.

Important:

  • Setting a realistic goal increases your likelihood of achieving it.
  • Meetings without goals won’t bring any benefits.
  • The goal-setting process answers the question of what you really want to achieve.

 

Pozostałe 69% artykułu dostępne jest dla zalogowanych użytkowników serwisu.

Jeśli posiadasz aktywną prenumeratę przejdź do LOGOWANIA. Jeśli nie jesteś jeszcze naszym Czytelnikiem wybierz najkorzystniejszy WARIANT PRENUMERATY.

Zaloguj Zamów prenumeratę
Ulubione Drukuj

Zobacz również

Verbal roadblocks ‑ that is, what not to tell the customer

SELL_12_47.jpeg

More and more often, we’re told that we live in a time of cacophony and information overload. We see and hear too much information, too many ads and too many offers. This isn’t a natural phenomenon, and it has changed the reality of sales. Let’s take a look at which words and phrases are helpful, and which put up roadblocks for our customers.

Czytaj więcej

Don't tense up with tenses. How to become the master of the past, the present and the future. Part II

SELL_12_40.jpeg

In the previous issue of Sell It in English readers had the opportunity to get acquainted with simple and progressive (continuous) tenses, time frames and placing actions expressed in these tenses in time. I did not want to present the subject in a conventional manner, therefore I didn’t approach it like classic textbooks do. This time, on the other hand, I will occasionally refer to definitions or descriptions which are typical for textbooks from which one can learn English. Nevertheless, I still believe that understanding tenses and how the actions they describe relate to time can be an interesting and inspiring journey into the realm of English grammar. So, I will not fully deviate from the style I used in the previous articles.

Czytaj więcej

"We've gone to too much trouble to give up now!"

SELL_11_48.jpeg

You probably know the saying: ‘give a finger and they’ll take your whole hand’. It’s often said by parents who are trying to explain to their children that they’re crossing the line. This saying can also apply to sales. Let’s start from the beginning.

Czytaj więcej

Przejdź do

Partnerzy

Reklama