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7 Steps to a Successful Sales Meeting When the Seller Drives the Demand

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Written by Mike Schultz
President, RAIN Group

You finally got the meeting!

Now what?

While getting a buyer to say "yes" to an initial sales meeting is a battle in and of itself, much success is determined by what happens in that first meeting. There are many mistakes to avoid, especially when you’re the one setting the meeting, driving the demand for your offerings and when you're hosting virtual sales meetings.

At the very core, meetings set by you, and virtual meetings, flow differently than face-to-face meetings and meetings when the buyer contacts you to meet. After all, if you set the meeting, odds are the product, service, or solution you’re trying to sell isn’t on the buyer’s radar screen. You’re trying to persuade a buyer to put something on their agenda that they hadn’t otherwise been considering.

Download: 5 Sales Prospecting Myths Debunked

You need to connect. You need to inspire. You need to drive action. And you need to do this all virtually.

Sales Meeting Success in 7 Steps

Let’s assume the meeting is going somewhere, and it seems like an opportunity is opening up. Before you conclude the sales meeting, seek a concrete next step that advances you toward the sale, and start satisfying whatever needs to be done to turn the new opportunity you’ve created into a sale.

When you follow these 7 steps, not only do you have more successful initial sales meetings that lead to real pipeline opportunities, you build relationships and set the table for collaboration, two essential elements to winning the sale.

5 Sales Prospecting Myths Debunked

Last Updated August 21, 2023

Topics: Insight Selling