How to Prep for a Sales Meeting

Prep just enough to guide, but not so much that you miss the conversation.

The 50/50 Rule

If you've ever sat in on one of our workshops, you will have heard of Kirsten’s 50/50 rule.

It was unanimous that if we prepped for the call too much we over analysed and tried to anticipate the responses to our questions and completely missed the mark. If we didn't prep then the learning value we gained was reduced and we were lost with nothing to go off.

The feeling we got going into a role play or real meeting, however, where we had the basics down and a rough plan in place and then relied on active listening to guide the rest of the conversation was just the best for both us and the prospect.

So - plan to be guiding the meeting 50% of the time and to listen and be led wherever the prospect takes you.

Planning Just Enough

It goes for planning too — stop when you have the basics down pat. Meeting prep for a new client meeting with one stakeholder should take 30 minutes minimum and can usually be done the night prior or the day of.

Preparing for a second meeting or with multiple stakeholders takes longer, allocate an hour minimum (2 is ideal) and at least a business day or two beforehand as it likely involves:

• Sending out a meeting reminder

• Checking technology

• Researching stakeholders

• Doing a run-through by yourself or with a colleague to prepare for any unanticipated objections or questions

Doing these things also builds your confidence, which is key to a good meeting. For more confidence building tips, read more here.

If you want more prep, our 1-1 Sales Mentoring could be ideal for you. Contact us.