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Going into a first prospect meeting or call, what is typically your intent?

Topic for the day: Have a clear intent before key prospect meetings

My reminder for today is quite simple. Before you have a new prospect meeting or"big" presentation be sure to clarify your INTENT.

Ask yourself: "

What is my intention for this meeting?
What am I going to be most focused on?
What is most important that we get out of it?

As you are clarifying your intent, check your mindset for any attachment to a particular outcome ie : ("I have got to get this business!"). This will guarantee you get lied to.

As you start your meeting or call, begin with stating your intent and ensure that everyone has bought-in. This both puts you in a position of strength, and lets people know what to expect. The most important outcome to a prospective client meeting is getting the truth about what's working and not working for them, uncovering a motive for change and finding out if you are a good "fit" to help them. If you are, great. If you are not, then you are obligated to MOVE ON.

Monday, April 16, 2007 in Personal Power | Sales | business | Permalink | Comments (4)

For me, its all about curiosity...

Posted by Ray Green at 2007-04-19 16:35

I want to know what the biggest challenges/opportunities are for them and for their business. I usually try to find a vein to follow to get a deep as I can as to the real pain. Better to dig 1, 100 foot well - thank 100, 1 foot wells - Susan Scott, Fierce Conversations -

I'm curious at to what others think.

... and direct them

Posted by Craig Peters at 2007-04-19 17:02

Tom, the part about finding out if you are a good fit to help them is deeply in alignment with why I like sales - because I can make it about helping people. If I can't help them, I agree it's time to move on - and if possible direct them to someone who can help them.

Sales managers

Posted by Paul Lorinczi at 2007-04-25 14:52

How do you get sales managers and business owners to understand this? It seems they have the hardest time understanding that some people are not a good fit and move on.

Sales Managers

Posted by Brandon Jeffress at 2007-04-26 09:57

Paul, I am curious if you can be more specific to an example?