Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology

CHAPTER 9

BEFORE THE FINISH LINE: DO THESE THINGS BEFORE YOU END THE CONVERSATION

Why do we take notes of meetings that last for hours and call them minutes?

—DAVID WILLIAMS, AUTHOR OF ENTERPRISE PROGRAMME MANAGEMENT

Meetings that last 5 or 50 minutes are more meaningful after resolving a set of objectives and next steps are conclusive. Otherwise, conversations that meander from one point to the next without a specific agenda extend the time commitment necessary to make the sale, and in some cases, lose it.

Before you end the conversation with the customer, it’s important to review the meeting objectives, assess for comprehension and be prepared ...