The Secrets of Selling: How to win in any sales situation

Chapter 1. What to say in sales meetings

• Preparing for sales meetings

• The structure of a typical sales meeting

• Dealing with objections

• Closing

	‘Give every man your ear, but few your voice.’
	--Shakespeare (1564–1616), poet and playwright

Preparing for sales meetings

Tip One: Plan what your prospect can give you

Most salespeople, when planning a meeting, make the mistake of planning the agenda. In other words they plan what will be discussed during the meeting. A better approach is to plan what you would like your prospect to give you during the meeting.

So what could the prospect give you? There are rarely more than six things a prospect can give you. They are:

• The contract itself, or a pilot for it.

• The knowledge that you should walk away, knowing you ...