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{ 80 comments... read them below }
get a better response and feel more at ease in the meeting
Video Comment
I've found that preparation has made all the difference. I hate to be caught out.
This had some great insights ... thanks Nick!
Thanks Nick ... good stuff.
Great video
I prepare for all my meetings. I have gotten the best results when I have mixed business with personal discussions. Your material will help our new sales person immensely.
Dick
Makes sense to me. Have always been able to "think it through" in advance of a situation or work task. Always thinking of an alternative or backup plan. Yes, in this economy and environment, I try to make price the last issue to deal with, always try to solve the customers problem first.
its very intresting
It's the difference between success and failure (not to mention embarrassment).
Basically confidence and less conversational meeting
good visuals, nice straight road (easy understood) to conclusions
Good refresher
Will use to help my new sales guy
valuable as always
preparation always makes for a better result
I would not succeed with the sale. Get caught out easily.
Thank you
I've found that if you can target the message passed down from the top of a company you can understand what areas your contact is being pushed on, such as a strong environmental policy.
Useful as ever. Preparation, and goal setting makes a huge improvement.
When I've prepared badly, things are mentioned that (after some thought) would never have been said. Shooting from the hip is always dangerous. It is much better to be prepared, especially in coming up w/ techniques to over-rule their problems...
Preparation is the most valuable thing to take to a sales call. That little bit of time planning what the outcome should be will saves heaps of time in achieving your overall goal.
The difference when I am prepared seems that I am given more time with the client
Always good to plan your work and work your plan.
Nice reminder,Thanks
Video CommentI I find that I am more confident when i have prepared in advance than when i haven't. The confidence factor then impacts the prospect positively.
Quite basic selling skills!
Positive results when prepared and pervented conflict
If I haven’t prepared for a meeting, it’s normally down to the lack of information taken when the appointment was put in the diary. It is important that we have a script when an appointment is being made to gather the needs for old or new clients. It’s a great feeling going into a meeting prepared rather than not having a clue what’s the hell your there for.
Video Comment Thanks nick for the information. I have a problem, how do I get the client to listen to me intially when i call him over the phone and try to fix a meeting?
Terrific selling ideas and perspective that only firsthand experience can bring.
great info again, thanks!!
Great video. We've never really thought much about selling other than by price and trying to get the quote. We now know we need to plan more before approaching prospects.
If I had to analyse my sales I would say that preparation always wins me sales
When no preparation is done you end up winging it and miss good opportunties and when you are out of the meeting you want to kick yourself for not being prepared
very interesting
For me to prepare well means having prospect's data in the bank minimising surprises and distractions during meetings allows me to better listen for what needs are.
Poor preparation always gets me feeling inadequate and unsure of the outcome of the meeting. But with proper preparation, I am confident and resourceful and more able to help the prospect at every meeting.
very good information
very interesting with great ideas
I think it's a good plan. I'll let the team know and we'll see how it goes.
The outcome based selling is an easy concept to follow and get a specific result. It appears to be a useful and valuable tool.
Always willig to try something new. Most of the work we see is being driven by budget considerations.
The better prepared we are, the more likely to get the desired outcome
very good ,and thank you
keep them coming, always great info
Very Informative , Fail to Plan you plan to Fail. Find out your & your prospects goals & work the route to achieve them.
Brilliant!... it got me back to really thinking about our customer relationships ... too many e mails and not enough meetings... thank you!
Excellent, very interesting
very clear and logical steps to help you plan your strategy in an account and ensure that by asking yourself questions before you go in you do actually plan for that meeting not just think you have planned for it !!
very interesting and helpful, unprepared is a disaster and prepared gives you a fighting chance
it is very educative
No research,planning or specific outcome - no sale
Research understand the business, strategic approach to achieving outcome - sale
Like the Tiger Woods analogy!
Thanks for the tips, will try it today!
I think if anything when I have taken the time to be really well prepared it is a lot easier to take my clients through a more structured discussion.
Yes when you plan your outcome you are more likely to achieve a suucessful result to a meeting
Based on what I've heard from your blog video, I believe the fact that when I prepare well before a meeting as aposed to not preparing well, I find myself asking why that meeting went so well and flowed easily compared to the others... obvious I know - preperation.
The video was short an to the point. It has information that I have known for many years, but don't currently use. In our business we haven't gotten the opportunity to quote bigger prospects. My closing ratio is very high in small businesses we deal with, but would like to find out how to into the larger prospects.
Very helpfull. A must for growth.
i will use this tool to get payment customer
importantantly to use dairy very well said
Prepare well: Get the result and keep things on track
Prepare poorly: Get blown around in the wind and have no real direction; get caught in the "give me a quote" trap
When I've prepared well, my contact is happy to hear from me in the future. When I haven't, it is difficult to reach them.
Good advice. Will try to make it happen by following the outline
Great tips for creating value in yourself as a salesperson.
Very useful, a great reminder in the importance of preparing. Failing to prepare is preparing to fail! The tips given in this video have helped to refocus my mind in terms of preparation and I look forward to using this approach and seeing improved results.
Very useful, given me something to think about incorporating into my meetings
It is good to understand that there are ways of looking at a client meeting that will serve both the client and myself.
Alays makes sence to plan out sales calls
I don't prepare badly! However, your info is good.
Thanks Nick!
Video Comment Nice little video - preparation is the key!
Good video. Will recommend to friends.
I go into the meetings with confidence and they run smoother.
We've not tracked preparation enough - it's easy when it's busy to do insufficient preparation. Certainly we get better results when we have planned what we want the next step to be.
When I'm prepared the customer thinks we'are more professional and takes us more seriously.
Thanks for the tools as well as the instruction on how to use them.
really appreciate it.
Again a very enlightening video - good ideas when attending a meeting. Definitely going to use the OBS Sheets.
Preparing well you feel confident
Preparing badly you rely on instinct but you know you could have done better
when i am prepared, i feel more confident about handling the sales better.
The process is simple and hopefully productive. I do much of this already.
great stuff
loooking forward to more
great video; only confirms that everything lays in preparation - "the best improvisation is the one that was well prepared"; from my experience if I hadn't prepared for a meeting I wouldn't be able to build any kind of relation with a Client, I often got lost in where I was going and the result would have been big fat "0" just because the meeting was disorderly. Good stuff, Nick!