“As you send your introduction video, send an example of your hypothesis or your executive narrative and ask your potential buyer for their feedback in advance of the meeting.” – Jack Wilson in today’s Tip 1474
How do you set up your meeting?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Happy Friday everyone. Here’s Jack Wilson with another tip.
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson back with another tip. Most of the great sales professionals are really diligent and really spot-on with their follow-up. But how many of us are just as good with our setup? It’s said that having a strong hypothesis or argument going into a call is one of the things that positions us to be most successful as sales professionals. But a lot of times, those hypotheses, if that’s how you say it, are just a guess. And it doesn’t have to be that way.
One of the practices that I’ve recommended as a tip prior is to send an introduction video of yourself before your meeting. A lot of times people are agreeing to a meeting through email or over the phone, and they don’t get a chance to see your face. So already it’s nice to send them a video connecting a face to the name. But while you’re doing so is a perfectly good medium to set the table for your conversation. Nobody likes surprises. And in fact, the place our mind goes to when we’re in a state of surprise isn’t productive to having a good back-and-forth conversation.
So what I propose is as you send your introduction video, send an example of your hypothesis or your executive narrative and ask your potential buyer for their feedback in advance of the meeting. If your hypothesis was all wrong and they tell you that, it gives you a chance to go back to the drawing board before your meeting. You might even be positively surprised by how forthcoming people are in helping set the table for you so that you can both use your time more wisely.
Scott Ingram: As always, for a transcript of this tip and more importantly, links to connect with Jack, just click over to DailySales.Tips/1474. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!