The best pitch meeting strategy (part 2 of 2)

Yesterday, you were encouraged to create and use agendas to help you manage pitch meetings. Great… those will help you run efficient meetings and manage the standard topics that are part of every meeting.

Today, focus your meeting prep on the individual(s) you’re meeting with.

Generally, it’s easier for sellers to ask about account objectives and potential objections versus individual buyer motivations, which is why you need to prepare carefully for each meeting. Winning over every buyer means you need to uncover their perceptions and biases.

Work on the questions you’ll ask to understand the individual buyer’s beliefs and motivations.

Try these questions…and others that you create ahead of the meeting:

1. What do you care most about regarding this contract?

2. What are the best and worst-case scenarios that affect you and your role regarding this deal?

3. How much weight do you carry with the decision?

If it helps, role-play these questions with a friend so you hear yourself asking them.

This dry, satirical three-minute vignette features every business cliche known to man. (Count ’em yourself!) And, of course, there’s no formal agenda keeping them on track.

You don’t want your meetings to look like this.

Spend time on your agenda for the meeting, which always includes digging as deep as you can with each buyer.