Sales Meeting Dos and Don'ts Whatever You Do, Don't Do This during a Sales Meeting The One Question that Can Kill Any Sales Conversation Your Conversation Game Plan: 8 Steps to Leading Sales Conversations

When you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with them. If you fail to achieve this, they will quickly tune you out. Here are several things you can do to lose your prospect’s attention in the first five seconds of the conversation:

1. Start a telephone conversation with, “Hi, how are you?”
2. Open your conversation by introducing yourself, your company, and what you do.
3. Make small talk about “stuff” you see in their office (awards, plaques, photos, etc.).
4. Give them an overview of your products and services.
5. Explain how your product or service will benefit them.
6. Tell them what companies you have worked with.
7. Show them the awards and accolades your company's service has received.
8. Give them a brochure that outlines your key services.

Unfortunately, most sales people fail to effectively open the sales conversation with a new prospect. Most of the sales calls and meetings I have been subjected to over the years have started with one or more of the above. And the moment your prospect senses that you are trying to sell them something that they don’t need or want, they will tune you out and look for a way to disengage or disconnect from the call. They don’t care about you. They don’t want to know about your company. They don’t want to listen to you talk about your services. They want a solution to a problem. They want to know how you can help them improve their business. Here is how you do that.

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