Questions

What insights you need to close the deal? Do sales call prep document help? If yes, what to consider?

Yes, yes, yes - always prepare.
Key things to consider
1 - a public agenda document shared with the other attendees. What do you want to achieve by the end of the meeting
2 - a private document just for your team about HOW you will overcome objections, pricing negotiation points etc

I always start a sales meeting by getting the other people to say what they want to talk about. So I let them set the agenda and it gives me a clue about where to focus my attention e.g. don't spend time discussing something which is not a priority (I say things like, I will email you that afterwards).

Always do a post-meeting debrief with your team so you can see if you succeeded in your goals. If you did not, why not?

See if it's because the other side introduced something new which you didn't anticipate in your list of objections. Learn from it and improve your pre-planning for next time.

Go forth!


Answered 7 years ago

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