PROFESSIONAL SALESPEOPLE HAVE A PRE-MEETING PREPARATION CHECKLIST

A standard meeting checklist is a relatively quick and systematic way to prepare for any meeting.  It should be prepared to accomplish two things:

1) Help you have a deeper conversation with the prospect.

2) It will keep you from asking questions, to available answers.

The company’s web site should provide the following things:

1) Mission statement: Align your offering with their mission.

2) President’s letter: Consider what the boss thinks is important.

3) Products and services: Available for discussion/confirmation

4) Recent press releases: You can ask questions like, “Is the new acquisition going smoothly or are there some issues with it?”

5) Google “news”: May give you something that isn’t a press release. Read the lead paragraphs of news stories in the past 30 to 90 days.

6) Check/confirm the stock price of a publicly traded company.

Don’t be afraid at any time to mention, “In preparing for this meeting, I Googled you/your company and obtained the information I needed for today.”

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