From the course: B2B Sales: Pre-Call Prep
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Predict and address adverse meeting scenarios
From the course: B2B Sales: Pre-Call Prep
Predict and address adverse meeting scenarios
- [Narrator] Raise your hand if you've had a prospect meeting that went poorly, and keep your hand up if you've had the gut-wrenching experience of an epic failure with no chance of a next step, hard stop. Bad meetings are those conversations that get off track and end in prospect frustration. But wait, I have good news. There are concrete ways to avoid meeting mishaps, and most are 100% within your control. By anticipating adverse scenarios, you can prevent or mitigate most showstoppers. I'm going to cover five common pitfalls and proven ways to address them. The first problematic situation is your meeting has been set for 45 minutes, yet the prospect's team uses the first 15 minutes getting settled, leaving insufficient time to cover all the topics. There are several ways to prevent this misstep. Send the agenda a few days in advance and ask your key contact to let everyone know that the meeting will start on time, as there's a lot to cover. And to ensure participants are engaged…
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