Go through your checklist. It’s as simple as that. We should all have a simple check list of things we do before every meeting every time. There’s a book called “Checklist Manifesto – How to Get Things Right” by Atul Gawande that talks about the importance of developing checklists and what an impact they have on reducing errors. For example, if you recently flew on an airplane, the pilot more than likely has flown hundreds of flights and thousands if not millions of miles. What is the first thing a pilot does when they get into the cockpit regardless of how much experience they have? You got it, they go through their checklist Victor. Roger Over.
Develop your own check list that can be done in less than 15 minutes and you will do before every call. Some of the things on my checklist include:
- Go to the “About Us” section of the client’s website to get a clear understanding of what they do.
- Research the news/events section of the client’s site to see if there has been any recent news I can reference during the conversation
- Look through the linkedin profiles of everyone on the call to understand roles, responsibilities, previous employment and any connections
- Write down my SMART goals for the meeting and know exactly what I want the next step to be.
- Have a shared agenda with the client
- Write down 2-3 open ended questions in addition to the basic qualifying questions with the goal of getting them to talk
For more significant meetings develop a more extensive checklist but at least cover the basics for every meeting every time. Good luck and happy selling.