The sales appointment
Introduction and ice-breaker
Once you have arrived at the sales appointment, you will often be asked to wait in the reception area prior to the start of the meeting. This is a good opportunity to conduct your final preparations and observe the environment.
Compose yourself
Take the opportunity to switch off your mobile phone and check your appearance in a mirror if possible.
Also, make sure you have positioned all your documentation in an organised manner in your bag or briefcase. It is helpful to be able to quickly lay your hands on any supporting paperwork, particularly when trying to overcome objections.
Last-minute research
You can pick up clues as to how a business is run and any short-term issues that they may have just by observing the reception area.
Ask yourself:
- Does it seem busy? Is your contact likely to be short of time?
- Does the business appear to be well organised and efficiently run?
- Do they seem to be short-staffed?
- Are any of their customers or suppliers on site and, if so, how are they being treated?
Introduction
Once your contact appears, stand up and establish eye contact immediately. Introduce yourself and remind them of the name of your business and why you are there. Also, take this opportunity to thank your contact for their time.
Re-introduce yourself to any other participants once you are shown to the meeting room. Whilst you can't control the layout, try to avoid being seated across from the client's desk or in a physically lower position.
Ice-breaker
As you have arranged the meeting, it is a good opportunity to take control of the proceedings. In order to bridge the gap between the introduction and the start of the more formal elements, ask the attendees how business is for them at the moment. You could even mention something you have noticed whilst waiting in reception, eg "I've noticed that the office seems busy - have you had a big order in recently?"
Follow this up with an outline of the structure and intended length of the meeting, checking they are happy for you to take notes. At this point it is also a good idea to tell them that you intend to ask them for their business at the end of the discussion. Most owners or managers will respect the fact that you are there to conduct business. For more information, see our guide on closing and following up the sale.
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
