- Blog post
Decide what you want the prospect to do
The basics about preparing for sales meetings are covered in Sales 101: You want to have clear call objectives, a list of things you need to learn about the prospect, and what you want the prospect to learn.
But what do you want the prospect to do after the meeting? Most of us walk away from a meeting with a list of things we’ve agreed to do for the prospect in order to advance the sale, says sales coach Craig James. How many of us leave the prospect with their own list of things to do in order to advance the sale?
Prospects need direction. They will rarely take a proactive step to move a sale forward. Plan in advance what you want the prospect to do after you leave their premises –- and by when. Be sure you gain agreement on both counts. Otherwise, you know what will happen: Nothing.