Chris Carlson recently posted his thoughts about what to bring into a meeting in response to going in with only a pen and pad of paper “In my opinion, there is not a one-size-fits-all in regards to this issue” stated Carlson.
I would have to agree that you should be ready for most situations knowing what to display and when. Every sales person should also understand that when you bring something for the prospect to look at… they will may do something you don’t want them to;
- Samples – they may find something wrong with it before you have explained it
- Brochures – they will read while you talk
- Computer – the screen will never be at the correct angle so they’ll just nod to be nice
Know your prospect, be prepared and know when to present what.
Tags: brochures, meeting, prospect, sales call
August 26, 2008 at 12:19 pm |
Sean, you summed it up best, “know your prospect, be prepared and know when to present what.”
Keep up the great work!
August 27, 2008 at 9:12 pm |
I agree. In the 20 years that I’ve been selling to both small and large customers, preparation is always the key!