The sales appointment

Before you arrive

Preparation is key to executing a successful sales meeting. You should make sure you have all the main elements in place long before the day of the meeting. For more information, see our guide on planning to sell.

However, on the day itself you should also carry out some final checks to avoid any last-minute problems. This will help to boost your confidence and reduce any nerves that you may have, as well as ensuring you appear professional.

Make sure that you:

• Call the client to check they are not off sick that day and are still expecting you - travelling a long way to find they are absent or have forgotten you were visiting is a waste of your time.
• If driving, check the route you will take for roadworks and confirm parking arrangements - arriving late can appear unprofessional, whatever the reason. 
• Ensure you have enough fuel and that the car is clean - this may be the first thing the client sees.
• Check for any disruptions to public transport if you are using this method of travel.
• Go through all your documentation to confirm you have a hard copy of your presentation (in case technology fails) and any handouts. Also check you have your need find, ie list of questions to ask the client, and an order pad where appropriate.
• If using presentation technology, check that your laptop battery is fully charged and pack any supply leads and cables.

Look the part

You may pride yourself on your individuality but you should also consider that some clients may be put off by differing personal standards. First impressions are important and often set the atmosphere for the meeting. In general, you should ensure you are:

• clean, with a neat hairstyle
• smartly dressed (a suit and tie where appropriate)
• not wearing excessive jewellery

Overall, it is important to be on time and to look professional, alert and ready to conduct business.

Subjects covered in this guide

• Introduction
• Before you arrive
• Introduction and ice-breaker
• The need find
• Matching your product or service
• Handling objections
• Checklist: the sales appointment

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