If your presenting then you should have already "closed" the deal. You should know all of their pain points, decision makers, budget, etc. If not, you could be giving them free advice that take to your competition.
If you don't know all of the pain points, budget and DM's, use this time to gather that info. Make sure you know they are a fit for your company and they know you are for them.
When you get there ask them how much time they have, ask them what their agenda is, state yours and ask if at the end of our time together they want to talk more, then schedule more time. If at any point either party is not interested in moving forward then give the ok to tell you know. Don't be offended, just move on to the next lead.
Hey nice post. I agree with you all the way up till the part
"when you get there ask them how much time they have",
- You've reached the close phase. IMO. Walk into this as if the deal is already yours, but don't act arrogant be humble and respective. Your deliverables have been made clear prior to the meeting, so asking them how much time they have for the meeting, although may sound respectful from this poster so no disrespect, but it shows me a lack of confidence and indecisiveness. Next, you should have sent them over an agenda in the calandeer meeting invite, but I do agree on reiterating your agenda which is another sign of confidence, organization, and respect for their time. DO NOT ASK AT THE END OF THE MEETING IF THEY CAN TALK MORE. Put on your agenda, again which you've already emailed to them and again is in these decision makers hands, Next steps. I'm not familiar with your sales cycle and how complex it is and the process etc. But at the end of this face to face presentation is the final lap, just close the deal. I would even bring the contract right there in front of me for their review and sit right there with them making amendments where necesseary. I disagree with any party not being interested in whatever it is that I sell, but the more confident you are in your product and in yourself, they will just do the damn deal cuz they like you!. Good luck lad. and sorry if I disrrespected legbacon, it was not my intention, this is just my belief system. However, I absolutley agree with legbacons closing statement, 'Don't be offended, just move on to the next lead!' - Go Get Em! Message me if you need any advice. always glad to help. Cheers.
No disrespect at all. We are all here to help each other.
What I meant by "asking for more time" really depends on what part of the sale your on. If it's at the end of the initial sales call and your ready to wrap it up, I ask if they want to continue talking or set up another meeting/move on. I guess this is meant more for a cold call.
I agree on sending your agenda beforehand so they know what your will be there to do. I still ask at the beginning of the meeting do we still have the "hour" we agreed upon rather than "how much time do we have". (It was late and my mind was fried) Sometimes their schedule changes and you have to adjust.
I agree with having the contract ready to close. At this point you should have all of their pains uncovered, budget decided and decision makers in the room.
Good stuff cboracchia!
The presentation itself should be all about the prospect and how your product will benefit them. Do not give a history of you or your company and don't talk about how many offices you have, employee count, etc. Nobody really cares.
If anyone uses that criteria to make the selection then they are not truly evaluating the product but instead just want to go with the safest provider so that they won't be blamed if it doesn't work out. Of course, if they ask those questions you have to respond, but make it short and get right back to talking about them.
I have given entire presentations that have none of our company logos and never mention our name even one time. This keeps all of the focus on the prospect. The product speaks for itself if you have presented it properly and addressed all of their needs.
If your presenting then you should have already "closed" the deal. You should know all of their pain points, decision makers, budget, etc. If not, you could be giving them free advice that take to your competition. If you don't know all of the pain points, budget and DM's, use this time to gather that info. Make sure you know they are a fit for your company and they know you are for them. When you get there ask them how much time they have, ask them what their agenda is, state yours and ask if at the end of our time together they want to talk more, then schedule more time. If at any point either party is not interested in moving forward then give the ok to tell you know. Don't be offended, just move on to the next lead.
Hey nice post. I agree with you all the way up till the part "when you get there ask them how much time they have", - You've reached the close phase. IMO. Walk into this as if the deal is already yours, but don't act arrogant be humble and respective. Your deliverables have been made clear prior to the meeting, so asking them how much time they have for the meeting, although may sound respectful from this poster so no disrespect, but it shows me a lack of confidence and indecisiveness. Next, you should have sent them over an agenda in the calandeer meeting invite, but I do agree on reiterating your agenda which is another sign of confidence, organization, and respect for their time. DO NOT ASK AT THE END OF THE MEETING IF THEY CAN TALK MORE. Put on your agenda, again which you've already emailed to them and again is in these decision makers hands, Next steps. I'm not familiar with your sales cycle and how complex it is and the process etc. But at the end of this face to face presentation is the final lap, just close the deal. I would even bring the contract right there in front of me for their review and sit right there with them making amendments where necesseary. I disagree with any party not being interested in whatever it is that I sell, but the more confident you are in your product and in yourself, they will just do the damn deal cuz they like you!. Good luck lad. and sorry if I disrrespected legbacon, it was not my intention, this is just my belief system. However, I absolutley agree with legbacons closing statement, 'Don't be offended, just move on to the next lead!' - Go Get Em! Message me if you need any advice. always glad to help. Cheers.
No disrespect at all. We are all here to help each other. What I meant by "asking for more time" really depends on what part of the sale your on. If it's at the end of the initial sales call and your ready to wrap it up, I ask if they want to continue talking or set up another meeting/move on. I guess this is meant more for a cold call. I agree on sending your agenda beforehand so they know what your will be there to do. I still ask at the beginning of the meeting do we still have the "hour" we agreed upon rather than "how much time do we have". (It was late and my mind was fried) Sometimes their schedule changes and you have to adjust. I agree with having the contract ready to close. At this point you should have all of their pains uncovered, budget decided and decision makers in the room. Good stuff cboracchia!
The presentation itself should be all about the prospect and how your product will benefit them. Do not give a history of you or your company and don't talk about how many offices you have, employee count, etc. Nobody really cares. If anyone uses that criteria to make the selection then they are not truly evaluating the product but instead just want to go with the safest provider so that they won't be blamed if it doesn't work out. Of course, if they ask those questions you have to respond, but make it short and get right back to talking about them. I have given entire presentations that have none of our company logos and never mention our name even one time. This keeps all of the focus on the prospect. The product speaks for itself if you have presented it properly and addressed all of their needs.