The number one reason sellers don’t extract maximum value from their client pitch meetings is that they don’t create and use an agenda. The second biggest mistake that hinders meeting efficiency is jamming too many items onto the agenda.

The good news is this is easily solvable.

Create a habit you will follow religiously: create the agenda and use the agenda in the meeting.

Many sellers report they feel uncomfortable presenting an agenda in a meeting. Look at the issue from the other direction: do you know how relieved your prospects will be when you come prepared and in control? (They’ll be ecstatic…and you’ll be differentiated against 95% of reps who don’t come prepared with formal agendas.

The highest form of respect you can pay customers for their time is showing them how you are prepared. An agenda does that and more!