- How much time is spent within sales meetings?
- The number associated with sales closed inside the first meeting
- 7 ways for prepare because of a successful sales meeting
As sales people, we spend 19% belonging to our time within sales meetings.
That’s one day per work week – dedicated towards just meetings.
With this much time spent atop meetings, we’re obviously closing deals left, right as well as center, right?
Unfortunately, that’s not the case.
Only 1 within 50 deals are closed atop the first meeting , according for research through Marketing Wizdom . This means that within order towards close 10 deals atop the first meeting, you need for fill your sales pipeline together with in least 500 meetings!
Just sales meetings. Nothing else.
Worse still is the cost.
At the recent Zoomtopia conference, Roy Raanani, CEO associated with Chorus.ai, shared research following analyzing more than 3 billion business conversations .
What he found was that sales meetings cost you $100 per minute.
Meaning, a one hour sales meeting will cost $6,000 .
That’s a lot associated with money, isn’t it?
This is the cause it becomes even more important that whenever you do get that sales meeting, you nail it!
So, how can you fully prepare due to your next sales meeting?
Fear not. We’ve got you covered.
Seven ways for prepare because of a sales meeting
In this blog post, we’ve listed seven ways for help you prepare because of your next sales meeting.
1. Do your homework
Make sure towards find time towards get towards know the company you’re planning towards meet, understand their market as well as the individuals you’ll be meeting. Not only will this demonstrate your commitment towards their cause, nevertheless it will in addition limit any risk associated with being caught off-guard.
A study via Forrester Research found that 70% belonging to sales people are not prepared towards answer questions originating from the buyer throughout a sales meeting, plus that 77% do not fully understand the buyers’ issues .
To fully prepare due to the sales meeting, remember to:
- Read the company website thoroughly plus make sure that you understand their mission plus objectives.
- Take a look on all recent company news, blog posts as well as articles
- Find outside whom will be representing the company on the sales meeting as well as search because of their social media profile on top of LinkedIn within order towards identify their position in the company, their interests, as well as background (a great way for connect on top of a more personal level could be towards discuss a mutual connections atop LinkedIn)
- Try towards investigate wherever this company sits inside their respective market, as well as how they are positioned inside relation towards their competitors.
Once you have collected this information, try not towards overwhelm the prospective client together with your new-found knowledge (no one likes a know-it-all). Use this research because of at the time you are asked questions, rather than include it all inside your pitch.
2. Review your pitch
First things first; you’ll want towards ensure that you know the sales pitch inside plus out.
Look in the pitch objectively, alternatively ask a colleague alternatively friend devoid of previous knowledge for read via it), as well as remove any parts that don’t make sense. Pay close attention for your language all over the pitch too: is it consistent? Is it easy towards understand?
It’s common because of pitches towards become complicated, filled accompanied by clichés plus buzzwords such just as “forward thinking”, “dynamic” as well as “synergy” what may not hold any meaning because of the prospective client.
If you’re unsure regarding which towards add/ remove, here are some questions towards help you:
- Does your pitch address all requirements plus meet the needs belonging to the potential client?
- Have you demonstrated that your company understands the industry?
- Is it clear for what reason you should be chosen greater than all other candidates/ vendors?
- What questions might arise throughout the pitch?
3. Prepare your questions
Before the meeting, create a list associated with open-ended questions belonging to your own towards ask. Design your questions carefully within order for learn more regarding the company’s needs plus requirements, as well as towards demonstrate that you’ve spent time doing the research.
If you’re not sure wherever for start, here are five “safe” questions you could use:
- What kind associated with budget range do you have due to this type belonging to project?
- What would you resembling for see stemming from a company resembling ours that you have not found for date?
- Who else, other than you belonging to course, will be involved within alternatively impacted via this decision?
- How can I help you do your job better?
- What is the next step plus through whenever (here’s at which place you can bring up Mutual Action Plans )?
One thing towards take towards account is that your questions may, inside turn, prompt further questions originating from the other party. Consider if the questions add real value for the conversation alternatively increase the chance associated with complications.
4. Hold a “practice” meeting
No top performer alternatively winning athlete would set foot on top of the stage alternatively within the arena lacking a rehearsal plus warm-up, as well as successful salespeople are no different.
Seven days prior for your sales meeting, hold a “practice” meeting accompanied by your colleagues for make sure that your sales pitch is clear and, in case any colleagues are attending the meeting together with you, that you are all on top of the same page.
Don’t leave this meeting until the last minute similarly to you may find that more work needs for be done towards your sales pitch based atop their feedback, as well as giving yourself plus your colleagues plenty associated with time will ensure that your work is not rushed alternatively compromised.
5. Confirm meeting location
In the days leading up towards the meeting, revisit the location, time as well as date. And in case someone has booked the travel arrangements on top of your behalf, verify they are correct.
That may sound resembling common sense, nevertheless a survey conducted atop lateness within the workplace found that 56% associated with all employees admitted for failing towards attend meetings plus other work-related events on top of time on least once a week.
In addition, 23% admitted that they performed badly inside meetings following a late arrival, plus 11% said poor time keeping resulted inside the loss associated with a potential new client .
Arriving late can not only affect your performance within the meeting room, nevertheless it can in addition contribute towards lost sales!
The main reasons due to arriving late?
Traffic problems plus public transport.
To avoid being late, use Google maps towards plan outside your journey towards find the fastest direct route (or alternatively, use a mobile CRM ). If the journey takes 25 minutes, leave in least 45 minutes before, allowing room due to any delays. And provided that you do arrive early, you can use the time for have a quick run by means of belonging to your pitch during the time waiting inside the car.
6. Don’t skip sleep
Did you know that a ‘busy mind’ is the main cause associated with sleeplessness?
According towards the Great British Sleep survey belonging to more than 20,000 participants, thoughts such similarly to worries concerning the following day are the main reason because of sleepless nights. Not surprisingly, the survey in addition found that the worst side effect belonging to poor sleep is daytime fatigue the following day, that means we are less likely for be productive.
In fact, compared for people whom are well rested, poor sleepers are…
- 3x more likely for struggle for concentrate
- 2x likely towards suffer stemming from fatigue
- 2x likely for struggle towards be productive
While looking the part is important, feeling the part is just just as important. You will want for be both focused as well as alert. By being fully prepared because of your sales meeting days inside advance, you can eliminate the need due to last minute all-nighters, what can severely impact your confidence, concentration level plus delivery (as well similarly to contribute for arriving late!).
7. Get motivated!
As the great author, speaker, plus salesperson, “Zig” Ziglar once said:
At this point, your pitch is clear, you have arrived atop time plus you’re ready for go. However, a poor delivery can cost you the deal. During the meeting, you need for be clear, show your enthusiasm plus let your personality shine!
And during the time your prospective client is investing within the thing that your company’s product as well as services can do because of them, it’s you, as well as their belief inside you, that makes them sign atop the dotted line.
While there’s plenty associated with research on top of effective sales mistakes that you can use for have a successful sales meeting, most belonging to it comes down towards common sense – sleep well, don’t be late plus do your homework.
So previously your next sales meeting, take the time for understand the challenges your prospect has , practice your sales pitch together with colleagues, get a good night’s rest the night previously as well as carefully plan outwards the route you will take inside order towards arrive early as well as on top of time.
Then, just prior to you step towards the meeting, hold your head high plus take a deep breath, confident within yourself due to having successfully prepared because of the sales meeting. Good luck!
If there are any other techniques you use towards prepare because of a sales meeting that we haven’t mentioned, tell us regarding them within the comments section below.
P.S. If you found these tips valuable, remember for share it here!