How To Set A Sales Meeting

The first step in the sales process is setting the initial meeting. This can be the start of a great relationship or it could be a complete waste of time. How do you know? How can you tell the difference? We have developed a script to help you with the initial meeting process.

You have two primary goals when it comes to setting the initial meeting:

The first goal is to make sure everyone is clear on why you will be meeting.

The second goal is to secure agreement on the next steps if the meeting goes well.

Notice that none of these goals is to sell something. Even if the person calls you on the phone and say: “I want what you’ve got. Come over here and pick up the check.”

The reason we have a sales system is to be certain we not only make a sale, we also want to develop a relationship with the person investing in our products and services.

In the Valtimax® Sales System this step is called “Setting the Agenda.”

To set the agenda with someone who has called in looking for your services, you should follow the script we outline in this episode of Four Minute Fixation.

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Here is the transcript of this episode of Four Minute Fixation:

How To Set The Sales Meeting

You had another great meeting, but you didn’t get the deal? Want to find out why, and want to find out what you can do about it? Join us now.

Hi, it’s Dave Lorenzo, and today I’m fixated on your script for handling a sales inquiry. That’s right, you need to have a sales process, you need to have a selling system, and you need to have a script for when someone calls in and they say they’re interested in your product or your service. Why is it important to have a selling system? Why is it important to have a process in place? It’s important because success leaves clues. There are replicable things you can do every time you close a sale, and if you do these, you put yourself in a better position to close future sales.

One of the things I’ve found over time is that business leaders, regardless of whether they own a business, or they’re a lawyer, or another professional, or they’re a sales professional, they jump at every opportunity to get somebody on the phone, and to try and close a deal the very first time they speak with them. That’s a bad strategy, and here’s the reason why. When you jump down somebody’s throat, even if they say, “Hey, I saw you on TV and I want your services,” or even if they say, “I read your article, and I want your services,” or even if they say, “I’ve been to your event, and I want your services,” when you say, “Okay, Mr. Client, that’s going to be $3,000. Would it be cash or charge?” If you do that, you’re jumping too quickly. The psychological effect it has on the prospect is that they recoil.

When you hear about people getting buyer’s remorse, this is why it occurs: because people feel like they have car dealer syndrome. They feel like they’re overwhelmed by the smell of the new car, and by the experience of the test drive. Then they take that car home, and they find out it only gets 5 miles to the gallon, and they find out that monthly payment was a little bit more than they could handle, so they have buyer’s remorse.

To prevent this from happening to you, and to make sure that you get the 5th, the 6th, the 7th deal, so in other words, to make sure you build a relationship with your client, you need to slow the process down a little bit. When someone calls in, and they say, “I read your article,” or, “I saw you speak. I heard you on the radio,” or, “I connected with you at a networking event, and I’d like to find out more about your services,” here’s what you do. You say, “Wonderful. I’m so glad that you reached out to me. I’d like to come over and hear a little bit about your situation, and determine whether or not we’re a good fit. Get out your calendar, and let’s create an appointment so that you and I can get together. We can talk about your situation and determine whether it makes sense for us to take the next steps down the road.”

What this will do is, your prospective client will be surprised. That’s a good thing, because you’re not behaving like every other sales person on the planet, saying, “Oh, thank you Mr. Client. Will that be cash, check, or charge?” What you’re doing is, you’re saying, “Hold on. Let’s slow down a little bit. Let’s determine if we’re a good fit for one another.” Very good strategy on your part, because it builds your credibility with the client, and it builds likability as well. Before people can do business with you, they must know you, like you, and trust you. The fact that they picked up the phone shows that they already know you. Now, you’ve got to get them to like you and trust you.

Client calls in, you say, “Thanks for calling. What were you hoping I could do for you?” They say, “I saw you speak. I read your article. I’m considering doing business with you, I’d like to find out a little bit more.” You say, “That’s fantastic, I’m glad to hear it. Let’s create an appointment, let’s schedule an appointment to sit down and have a 45 minute, 1 hour conversation. During that conversation, I’m going to ask you a few questions. You’re going to ask me some questions. At the end of that conversation, we’re going to determine whether or not we’re a good fit. We’re going to determine whether or not it makes sense for us to work together.” The prospect, on the other end of the line, the prospective client will say, “Wow. Okay, when would you like to do this?” You schedule the appointment.

Now, this could be a phone appointment, it could be an in person appointment, it depends on your business, depends on your situation. After that appointment is scheduled, you say to them, “Now, Mr. Smith, or Ms. Jones, I’d like to just confirm a couple of things. Here’s the agenda for our meeting.” That’s what this step in the selling process is called. It’s called the agenda, it’s called the sales agenda. When you schedule the appointment, you say to them, “Now, Mr. Smith, Ms. Jones,” whatever the person’s name is, “Here’s what’s going to happen. On X date, at this time, we’re going to have an appointment, and it’s going to last about 45 minutes. It will start at 9:00, it will end at 9:45. Here’s what’s going to happen. You and I are going to have a conversation. You’re going to want to ask me a lot of questions. You’re curious about my service, you’re curious about what we do here. I appreciate that. That’s fair, and everybody who I work with starts out by asking me those questions. I’m going to need to ask you some questions to determine whether or not I can even help you. At the end of that conversation, you and I will both decide whether or not we’re a good fit.”

“There are three possible outcomes from this conversation. The first outcome is, you and I can both decide it makes sense to work together. If we decide that, that’s great. We’ll come up with a plan for when we start, how we go about it. You and I could decide, or one of us could decide, this is not a good fit. It doesn’t make sense for us to work together. If that’s the case, I’m totally fine with it. We part company as friends.” That’s okay, too. Sometimes, when I meet with people and we have these conversations, we know that it’s not going to be a good fit, and we part company as friends, and that’s great. “The third possible outcome is that you’re going to want to think it over, or you’re going to want to check with somebody else, or you’re going to want to take some time. I’m going to ask that you don’t pick option 3, that you either pick option 1 or option 2. We can either decide yes, it’s a good fit, we can decide no, it’s not a good fit, but option 3 is not a good option, and here’s the reason why.”

“Neither one of us wants to waste our time. If you go to my website, or read the material that we’ve sent you, or you’ve been to my speech, you know the background of me, you know the background of my company. You’re going to ask me as many questions as you want. I promise you, I won’t leave, or I won’t get off the phone, until all your questions are answered. I’m going to ask you a bunch of questions as well. I will know, at the end of our time together, whether or not I can help you. What I’m asking you to determine is whether or not it makes sense for you to work with me. At the end of our time together, I’d like you to give me a yes or a no, in terms of moving forward. I promise, I’ll do the same with you. Can you do that, Mr. Prospect? Can you do that, Mr. Smith, Mrs. Jones? Is that okay with you?”

Here’s the thing. If they say, “No, it’s not okay,” then you don’t go to the meeting. You don’t go. They’re going to say it’s okay, and you’re going to remind them of your agenda when you start the meeting. This part of the process is critical. You always do this before you schedule any meeting, or during the scheduling process of organizing a meeting with a prospective client. You make sure they understand that you want either a yes or a no up front, before you come over to meet with them. Now, this yes or no, it’s mutual. You have to determine whether or not they’re a good fit, and they have to determine whether or not you’re a good fit, but they agree that this process is going to be mutual. They’re going to give you a yes or a no by the time the meeting’s over. This sales agenda, this agenda for the meeting, is so important because it leads to the close down the road. This will also prevent you from having lots of great meetings when the deals don’t close.

I’m Dave Lorenzo, and today, we’re fixated on you having great meetings with your prospective clients. That starts with the sales agenda, and that’s the subject of our Fixation for today.

Here are three more resources you can us to improve your sales intensity:

Offer Options To Clients To Increase Sales

This episode of Four Minute Fixation teaches you a great negotiation strategy. Whenever you offer people options they are more likely to select one of them and not negotiate with you. If you want to increase your sales closing ratio, offer people options – start with this video.

Eliminate Limiting Beliefs And Sell More

Your mind controls your activities. If you eliminate the things holding you back you will be more successful. When it comes to selling, most of the things holding us back are right between our ears. If you change your beliefs you can change the way you behave. This will lead to more successful sales outcomes.

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