From the course: B2B Sales: Pre-Call Prep
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Collaborate with your prospect before the meeting
From the course: B2B Sales: Pre-Call Prep
Collaborate with your prospect before the meeting
- Your prospect knows that how you work with them during the sales process is exactly what they can expect from you after the contract is signed. I regularly talk with prospects, managers, and senior executives from numerous industries and company sizes to find out what they want from their salespeople when it comes to meetings. My findings revealed not only what prospects do want, but also what they don't want. Talk about eye-opening. Let's start with the common themes about what they do want from sales conversations. They want to have input on the agenda, especially if the meeting includes multiple attendees. The main reason is that they want to feel comfortable that the things that are most important for their team will be covered. They indicated for larger meetings, they would appreciate the agenda in advance so that they could send it on to their team. It's critical for them that all the participants get the outcomes that they expect from the discussion. To that end, they want a…
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