First Client Meeting Tips: What To (Never) Do In A Client Meeting Video Lecture | B2B Sales: Tips and Strategies

Hey, it's Ago here.
And welcome to another episode of Sales Talk
TV.
And this week, I want to tackle a question
that came in from Mary.
And Mary is based out of Paris, France.
And Mary has asked me, "Ago, you've done some
excellent videos on sales questions and which
sales questions you like to ask in meetings."
Thank you, Mary.
"And I really appreciate getting your insights
on this.
But, here's what I'm wondering, is there anything
that you would recommend that we never ever
do in a sales meeting?
Is there like one thing that we should always
refrain from, steer clear of, never ever do?"
Mary, that's an awesome question and I'm going
to give you an answer that's pretty straight
forward.
The one thing that you should never ever,
ever do is to walk into a sales meeting and
be unprepared.
If you walk into a sales meeting and you did
not take at least, you know, ten minutes to
prepare for it.
If you didn't at least look at that person
on LinkedIn.
If you didn't at least re-read the email exchange
that came before.
If you didn't at least have a think about
which questions you were going to ask to get
the meeting open and going.
And, if you didn't at least understand a little
bit about their company and their industry
that you are able to speak with some degree
of confidence, in some degree of detail about
those things.
Then, you probably have no business being
in that sales meeting.
So, successful sales meetings are about much
more than just asking great questions, right?
It's about exchanging.
It's about really having dialogue and a conversation.
And, at the end of it, I always like to think
that the objective is simple.
It's to see whether or not there is an opportunity
to do some business down the line.
It's not more complicated than that.
You're not going to close someone in one meeting.
You're not going to, you know, magically sell
that six-figure deal right then and there.
But, what you are going to do is you're going
to find some common ground.
And, in order to find that common ground,
I find that a basic degree of preparation
is not only necessary, but essential.
So, Mary, hopefully that'll help next time
you go into a sales meeting.
And hopefully you're already doing this, of
course, prepare, prepare, prepare.
It doesn't have to be extensive.
I'm not saying you should spend hours or even
30 minutes for every meeting.
Sometimes, you know, a quick ten minutes,
15-minute preparation is enough.
But, if you do that, you'll walk into the
meeting, you'll be more confident, you'll
have more interesting, intelligent things
to say, and you're probably going to come
out with some much better results.
Alright, thanks Mary.
Thanks for watching.
Thanks, everybody.
And I'll see you next time.
Bye.