Consultative Selling Step #2 - Warning: Don't Miss This Step of Setting The Meeting Context or Else Your Meeting Won't Be Effective
If you miss setting the context of the sales meeting, it is just like you missed the flight to your destination.
The sales motivational quote shared is by Anthony Iannarino
He is an international speaker, bestselling author, sales leader and an entrepreneur.
Check out his sales blog “The Sales Blog” for daily sales tips and insights!
“Care enough to create value for customer. If you get that part right, selling is easy”
What does it mean to set meeting context?
This is a key step when you have arrived at the meeting, have built rapport as discussed in last episode, and now you need to set the context of the meeting.
Which simply means that you will highlight the focus points of todays meeting.
WHY ARE WE HERE AND WHAT WILL WE DISCUSS.
Setting the context at the beginning of any meeting is the first step you can take to ensure that the meeting is effective
Participants need to understand what is the focus for the meeting.
Some good examples:
“Mr Customer, thank you for seeing me today and in today’s meeting we will cover a the important of social media, and how your brand can benefit from a strong social media presence.”
That is it.
Ideally, keep it one item so that you can focus on it, so can client focus on it and you can hit home the point.
Think about it this way, before you meeting starts ask your self, what is one thing I would like my prospect to learn from todays meeting and remember after the meeting is over.
That is the point you would design your presentation around and keep you clients focus on it.
Now you can certainly go in to few directions and go in to deeper background, however if you miss this step, there will be no clarity why you are meeting with your prospect today.
Pre Set The Context In An Email:
What I do is I email my clients in advance, I set the meeting and I set the context in that email invite.
So for example,
How are you? I just wanted to schedule our performance review meeting with you for sometime this week.
In this 45 minute meeting, we will cover performance of your store, find key areas where we can grow and I will also share with you two lead generation products that will fit your business model.
Here is my availability for next week:
Give them date/time options
Closing it with: Please let me know the date and time that works best with your schedule and I will send you a calendar invite.
This works most of the time.
How about the clients who do not respond back to the emails?
For those clients my email is little different:
I just wanted to give you a heads up that I will be working in your area next Tuesday, and will drop by with your performance reports, plus I have two new lead generation tools that I am excited to discuss with you.
See you between 10 – 10:30 AM on Tuesday, April 16th
Now with this I am not asking them to respond back to me, and not giving them a set time so that they can disappear on me.
One thing I am certain, that these clients may not respond back to the email, however they do read their emails.