“When your confidence is unshakable, you build trust, you build their belief, and you will more than likely have the next meeting, the next step, or the sale.” – Meshell Baker in today’s Tip 1718
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Let’s talk about excellence. And the way we’ll do that is we’ll go with 5 P’s. So first, Proper, Preparation, Prevents, Poor Performance. That’s how you establish yourself to deliver excellence. You must prepare for what you want to create and the desired outcome. Now, there’s 5 additional P’s that I’ll go through to show you how to set up a powerful meeting and create valuable and profitable outcomes.
First, Purpose. Why are you having the meeting? What is the purpose? Are you clear on what you want the outcome to be, what the opportunity is, who will be there, what they’re looking for? What is the purpose of the meeting? Did they ask for the meeting? Are you cold calling? Were you referred by someone? Where did you meet them? What is the purpose of the meeting? This must be clear because the clarity of this purpose is what establishes a strong, unshakable foundation for your confidence as the rest of the meeting progresses.
The next P is Product. What is it that you are attempting to get across? What is it you’re selling? What are you offering the person? What is it that you will be discussing and looking at as the opportunity as a solution to solve the buyer’s conundrum, their challenge, their issue, their problem? What is the product that will be offered and placed in front of them as the opportunity.
The next P, People. Who are the key people that will be involved? Have you taken a chance to look at them? Have you connected with them on LinkedIn? Have you flanked? If it’s one person, Do they have a supervisor? Is there another decision maker involved? Is there someone else in the department? How have you taken the time to do your due diligence and research on the person or people that you will be meeting with that are involved in the decision making to say yes to the product?
Next one is the Process. What is the process aside from you just meeting with them? Is there something that they can review before? Have you sent it to them? Are there additional steps? Or is there something that you need to have ready for when they come? Are you doing a presentation? What is the process? Is there an agenda when they show up, are you able to take them through the steps? This is what we’re going to do today, and this is where we can come out the next time. Are you prepared to secure a meeting for a next step if necessary? What are the process of what takes you from that initial purpose to a profitable outcome? Do you have that outline and are you ready to maneuver and adapt accordingly depending on the outcomes of the meeting.
And the last P, this is Preparation. And this is all the checklist. What is your action plan? Everything that you need throughout this step so that you know that as you go through this, your confidence is unshakable. When you prepare, it does not mean that everything is going to happen accordingly. Remember, in sales, all bets are off that things are going to go the way you plan. Preparation just has you ready to adapt and maneuver and be flexible in the face of circumstances. When things don’t go your way, your confidence, your belief in favorable outcomes is unshakable because people buy based off of who you show up to be in the midst of this meeting. And when your confidence is unshakable, you build trust, you build their belief, and you will more than likely have the next meeting, the next step, or the sale. Have a great day selling.
For more from Meshell, including the transcript of this tip, just click over to DailySales.Tips/1718. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!