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.

Know what, when, and how - that is, planning a sales meeting

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.

 

The remaining 69% of the article is available for logged-in service users.

If you have an active subscription, go to login. If you are not yet our Reader, please choose the best SUBSCRIPTION VALUE..

Log in Order a subscription Buy this article Buy access to the set (article + document)

Możesz też zobaczyć ten artykuł i wiele innych w naszym portalu Sprzedaz 24. Wystarczy, że klikniesz tutaj.

Favorites Print

Also check

Effective upselling and cross‑selling

Effective upselling and cross-selling
  • How do we implement effective upselling and cross-selling to increase turnover and also increase customer satisfaction?
  • Why are cross-selling and upselling sometimes ineffective?
  • What should managers teach salespeople so they can effectively cross-sell and upsell?
Read more

How to stop complaining and start taking action

How to stop complaining and start taking action
  • What complaining comes from?
  • What complaining can lead to and what it takes away from us?
  • What can help you start taking action on a daily basis?
Read more

Go to

Partners

Advertisement

Privacy cookies

By Further active use of the Website (viewing content, closing the message, clicking links on the page) without changing the privacy settings, you agree to the processing of personal data by EXPLANATOR and partners in order to provide services in accordance with Privacy policy. You can specify the conditions for storage or access to cookies in your browser.

Service Purpose of use Enabled
Cookies necessary for the website to function You cannot disable these cookies, as they are essential for the website to function properly. These cookies also store the cookie settings you have defined. YES
Analytics cookies Cookies that make it possible to collect information about the way a user uses a website in order to optimise its functioning and adjust it to the user's expectations. Information collected by these files do not identify any particular user.
Marketing cookies Cookies that enable us to show you marketing content tailored to your preferences, and to notify you of marketing offers that match your interests, including information about the products and services of the site administrator and third parties. If you choose to delete or disable these cookies, advertisements will still be displayed, but they may not be relevant to you.