Do you have probing insurance?

The meeting just ended, and you say to yourself, "Damn…I didn’t find out about X."

It’s a horrible feeling, knowing you may not have access to that buyer again for a long time.

The only way to avoid that bad spot is to create an agenda for each meeting; bonus points if you actually use the agenda in your meetings.

For motivation, consider how extremely hard you work to get meetings…time in front of the buyer has to be maximized!

Today, build agendas for your meetings next week by asking yourself, "What must I accomplish in this meeting?" And, "What must I ask?"

Priority #1…
Dig for and discuss objections and obstacles.

Priority #2…
Probe to learn about your competitors. Who else are the buyers considering? …why?

And remember: fight your urge to go slide by slide through a long deck.

Meetings go fast and your brain is moving just as fast through them…unless the tough, essential questions are prepared in advance, you won’t ask them.

Rainn Wilson runs a tight meeting in this SNL Short.

Most definitely, he prepared in advance with an agenda focused on what he wanted from the interaction.