Ways To Conduct A Productive Sales Meeting
- Date: 2007-08-22 - Word Count: 532
Share This!
If sales is a huge part of your companyÕs business, then conducting productive sales meetings is vital to landing a new client or keeping an older one happy with your services. If you have noticed that your sales meetings are running too long or too short, that most meetings end up without a sale or lack of customer interest, then you should look at how these meetings are conducted to see where changes can be made. Many times, small changes such as location and time can make all the difference.
LOCATION, LOCATION, LOCATION
Where you hold your sales meeting can really make a difference in the way customers listen to your pitch and in their response. While most customers will suggest meeting you in their offices, if you want to personalize the meeting to make it less formal, invite them to lunch at a nearby restaurant or cafŽ instead. Plan a later or early lunch so it will be less crowded and deliver your sales pitch then. A neutral location will also remove distractions from staff and phone calls.
Most customers are flattered that you offered to buy them lunch and may feel obligated to listen to your pitch. They may also appreciate the atmosphere change and are more likely to consider what you have to say.
WHEN TO END YOUR PITCH
Preparing your sales pitch in advance will give you an idea of how long it will take. If it takes you more than fifteen minutes to share your plans with a customer, then you may lose a sale. Understand that customers may be just as busy as you during the day and may not have the time to listen to more than a fifteen minute pitch.
If your pitch takes less than five minutes, then your customer may have a lot of unanswered questions. Five minutes is usually not enough to provide customers with everything they need to know. If your pitch is lacking in important information, then you need to include more before presenting it.
Make sure that if you have told a client you need a certain amount of their time that you do not exceed the time limit you have indicated Ð clients will appreciate your help in managing their time.
MEETING TIMES
If possible, try not to schedule meetings in the morning. Even though this is one of the times when people are their most productive and alert, it is also the time often reserved for reactive activities like attending to emails which have come in overnight or following up on urgent activities from the day before. Organising at this time can mean that meeting participants could be rushed or pre-occupied. Early lunch times and early to mid afternoon are good times to schedule meetings. Meetings in the early evening should also be avoided because people are thinking about finishing up for the day.
As you can see, these are little changes that can have a big impact on sales meeting productivity and outcome.
Timothy Millett, head trainer at i perform, has extensive expertise in performance training, sales training and customer service training. Tim has helped participants from organisations such as SWIFT and UBS achieve peak levels of personal performance. For more information please visit Leadership Training.
LOCATION, LOCATION, LOCATION
Where you hold your sales meeting can really make a difference in the way customers listen to your pitch and in their response. While most customers will suggest meeting you in their offices, if you want to personalize the meeting to make it less formal, invite them to lunch at a nearby restaurant or cafŽ instead. Plan a later or early lunch so it will be less crowded and deliver your sales pitch then. A neutral location will also remove distractions from staff and phone calls.
Most customers are flattered that you offered to buy them lunch and may feel obligated to listen to your pitch. They may also appreciate the atmosphere change and are more likely to consider what you have to say.
WHEN TO END YOUR PITCH
Preparing your sales pitch in advance will give you an idea of how long it will take. If it takes you more than fifteen minutes to share your plans with a customer, then you may lose a sale. Understand that customers may be just as busy as you during the day and may not have the time to listen to more than a fifteen minute pitch.
If your pitch takes less than five minutes, then your customer may have a lot of unanswered questions. Five minutes is usually not enough to provide customers with everything they need to know. If your pitch is lacking in important information, then you need to include more before presenting it.
Make sure that if you have told a client you need a certain amount of their time that you do not exceed the time limit you have indicated Ð clients will appreciate your help in managing their time.
MEETING TIMES
If possible, try not to schedule meetings in the morning. Even though this is one of the times when people are their most productive and alert, it is also the time often reserved for reactive activities like attending to emails which have come in overnight or following up on urgent activities from the day before. Organising at this time can mean that meeting participants could be rushed or pre-occupied. Early lunch times and early to mid afternoon are good times to schedule meetings. Meetings in the early evening should also be avoided because people are thinking about finishing up for the day.
As you can see, these are little changes that can have a big impact on sales meeting productivity and outcome.
Timothy Millett, head trainer at i perform, has extensive expertise in performance training, sales training and customer service training. Tim has helped participants from organisations such as SWIFT and UBS achieve peak levels of personal performance. For more information please visit Leadership Training.
Related Tags: leadership, management, sales training, time management, team building, management training, leadership training, team leadership, service performance
Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou