1/10/2024-Anatomy of a Sales Call (Part 2 of 2)

It is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.

Yesterday, MSD recommended you use prepared agendas to guide your pitch meetings and build buyer trust.

Today’s habit reminder is for you to focus on the following three musts for every meeting:

1. Present a custom value proposition for each customer and integrate value points naturally into your conversation.
2. Proactively surface objections.
3. Qualify the customer on all of the above, plus deal size, timing, and anything else that needs qualifying. (Make them give you details and context.)

When creating your agendas today, prepare scripted notes for the meeting that will appear on your copy of the agenda (not the copy the customer receives).

Base your notes on your meeting musts:

1. Value prop: Record your custom value prop that you will present during your meeting. (As good politicians do, develop these talking points that will anchor your selling during the meeting.)
2. Objections: Write scripted questions you’ll ask that force the customer to share their concerns.
3. Qualify: write a few qualifying questions that bring context to their timing, buying process, and/or deal size.

In addition to the activities that agendas help you achieve in pitch meetings, some elements transpire in meetings that agendas prevent.

1. Agendas prevent professional derailers from hijacking the meeting. For those instances, try this line, "That’s all great, Mr. Prospect, would you like to keep talking about that or get back to our agenda (that’s sitting on the table)?"

2. Agendas prevent you from running out of time. Meetings are hard to get…manage your time correctly, and you may get another one with that customer. Agendas keep everyone on track.

3. Agendas prevent you from rambling and losing sight of what’s important for that meeting.

4. Agendas prevent customers from thinking you’re an amateur. Seriously. To be viewed as a professional – one who is trusted with big money – you must act like a professional. Agendas are simple, yet powerful actions that represent professionalism.

Watch this incredible YT short of a sheepdog masterfully motivating the herd; you’ll be witnessing greatness while observing something naturally delightful.

Think of the sheep as your customer’s thoughts during pitch meetings…and the border collie is your agenda.

Wouldn’t it be incredible if you could herd your customer’s brain in such a way?

You can! With dexterous meeting management skills anchored by agendas.

One thing’s for sure…those sheep ain’t moving without being nudged by that dog!