“Every time I set a meeting, I make certain that I know first, what my customer needs to walk away with from that, and second, what I need to accomplish.” – Chris McNeill in today’s Tip 973
Do you confirm your objectives before you start the meeting?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today my buddy Chris McNeill an enterprise sales rep at Infinite Convergence Solutions is back. Here he is:
Chris McNeill: I got into selling because I have a pretty short attention span. Seriously, I got bored managing deployment projects and came over to the dark side because it really never gets old over here. One thing that I did bring with me from my previous life is that every interaction has to serve a purpose for my customers. When I figured out how to ensure that I have an actual reason for the meeting, business got a lot easier for me. By the way, completing a demo of my product doesn’t hold a lot of value for my prospects and customers.
So today, every time I set a meeting, I make certain that I know first what my customer needs to walk away with from that, and second, what I need to accomplish. If I’m not clear on either of those, then I stop and I need to dig in with my customers and confirm my understanding of their objectives before I start that meeting. Otherwise, I risk wasting their time, and I haven’t been given a lot of opportunities to waste someone’s time a second time around. So I always keep my customers in mind. I’m not afraid to ask what makes this meeting worth your time, especially if I’m not sure. My customers appreciate it, and they typically reward me for it.
Scott Ingram: For links to connect with Chris, just click over to DailySales.Tips/973, and then once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!