For this fourth video in my mini series on how to improve your sales, I share how you can structure a sales meeting. When having conversations with customers, it’s important to make the most out of your time together. With the right structure, you can make all of your sales conversations more effective for everyone involved.
The effective structure that I like to use for every meeting is TAO: Time, Agenda, Outcome. Let me briefly explain what this means, and I give you an example in the video.
First, establish time. Make sure that you fit your meeting into the amount of time that you have available. If you know beforehand that you won’t be able to have an effective sales meeting within the given time frame, then reschedule. When conversations with customers go too long, it’s best just to continue another time.
Next, ask yourself, why are you in a sales meeting? Does the customer know why they’re there? Both you and the customer need to know the reason for the meeting when you sit down together.
Lastly, the outcome. Make sure you and your prospective customer are on the same page as to what’s going to happen next. That way, there are no surprises for either of the parties.
There you have it. A simple method for organizing your conversations with customers. Try it out in your next sales meeting and let me know what kind of results you get!
Subscribe to the Take Flight podcast for new episodes every week