The Audible-Ready Sales Podcast Tips for More Valuable Sales Meetings
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Aug 1, 2023 
Join B2B sales leader Antonella O'Day, sales effectiveness expert Brian Walsh, and value-based selling specialist John Kaplan as they share essential insights for impactful sales meetings. Antonella emphasizes the importance of setting clear agendas and using tailored questions to build rapport. Brian discusses the significance of owning next steps while ensuring pre-meeting alignment. John introduces the MEDIC framework for post-call qualification, encouraging a team-oriented, customer-focused storytelling approach to drive sales success.
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Prioritize Their Needs In The First Meeting
- Make the first meeting about understanding the customer's needs, not pitching your product.
- Identify key players, start building rapport, and confirm the next meeting before you leave.
Always Send A Clear Agenda
- Send a clear agenda in the meeting invite and let the buyer add items.
- State the meeting purpose and possible outcomes so buyers know what comes next.
Open With Research-Backed Questions
- Ask tailored, research-driven opening questions rather than canned ones.
- Show you did homework and use thought-provoking prompts to invite deeper sharing.