Bossing your meetings is about establishing control and direction in every sales engagement between you and the buyer. Too often, sellers enter meetings underprepared, resulting in an understated conversation that undermines the intended progress and outcomes.
TAKE THE LEAD ON EVERY SALES MEETING
Why does this matter to the buyer? 81% of sales professionals say buyers complete research before they connect, according to a CRM system vendor analysis. Today’s buyer values well-organized meetings because they show professionalism and consideration for their time, and result in meaningful outcomes. Efficient decision-making, self-assurance in the seller’s skills, and successful collaborations are all facilitated by well-structured agendas and conversations that guarantee the buyer’s interests are met.
Why does this matter to you, the seller? 87% of buyers want sales professionals to act as trusted advisors. For the seller, organized meetings are important in this context as they demonstrate their expertise, build trust, foster trust, and instill confidence in the seller and the solutions they represent. Structured meetings also help achieve greater business outcomes by fostering clear communication — increasing awareness of the buyer’s real issues and achieving a higher possibility of successful agreements by respecting the buyer’s time and demands.
How does it improve your chance of winning? Over 75% of opportunities stall because of a failure to successfully conduct sales meetings. Mastering their structure and execution provides you with the best platform to progress your opportunities with tangible outcomes and next steps.
TAKE YOUR MEETINGS FROM CHAOS TO CONTROL IN 10 STEPS
Lean the 10 steps for bossing sales meeting in our revenue performance accelerator how-to cheat-sheet.
Bossing your meetings is just one part of the greater whole. Your sales force needs the right skills and behaviors for each of the 10 critical steps in the sales process to lead your buyers to a deal.
EARLY STAGE
- Prospecting power moves
- Resisting the itch to pitch
- Bossing your meetings
- Performing the quest of discovery
MID-STAGE
- Becoming a trusted advisor
- Maintaining control of the buying journey
- Avoiding being single-threaded with buyers
LATE STAGE
- Reframing objections
- Managing radio silence
- Going beyond budget constraints
Reach out to our experts to learn how we can help boost your sales team’s skills and accelerate your revenue performance.