The Audible-Ready Sales Podcast The First Meeting
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Jun 20, 2023 Antonella O'Day, a seasoned sales leader and coach, shares invaluable insights on mastering the crucial first meeting with customers. She emphasizes the importance of preparation, recommending a tailored agenda to clarify goals. With tips on crafting open questions, she encourages listeners to foster rapport with cautious clients. Antonella also highlights effective time management during discussions and the significance of clearly defining next steps, ensuring everyone is on the same page for a successful partnership.
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Make Customer Needs The First Priority
- Focus the first meeting on uncovering the customer's technical and business needs and desired outcomes.
- Identify key stakeholders and confirm next steps to determine if the opportunity merits a second meeting.
Always Send A Clear Agenda First
- Send a prioritized agenda ahead and include it in the calendar invite so buyers know the meeting purpose and what to expect.
- Invite the buyer to add topics and list potential outcomes so next steps feel logical and expected.
Ask Research-Based Open Questions
- Ask tailored, research-based open questions rather than generic scripts to show homework and spark deeper discussion.
- Use the customer's own information in your questions to make them relevant and thought-provoking.