minutes to a meeting : The Exploratory Meeting

The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. It is the exploratory meeting that will allow the professional salesperson to set the ground rules and get a feel for the client and their needs. As this is normally the first meeting it is also where the potential client will get his first impression of you, therefore the way you look, act and conduct the meeting will have a direct bearing on whether or not you are able to proceed to the next stage. Finally, the objective of the meeting is to gain commitment to the next stage and NOT to try and get the order.

Key Elements to a Successful Exploratory Meeting:

Pre-planning & Preparation:

• You will have confirmed your appointment in writing or e-mail. • You will have already carried out some initial investigation into the company, the ethics etc and if time has allowed, you will have probably obtained some company literature and a copy of their annual report. • You will be armed with names of clients your company has already successfully helped within their market. • You will be dressed smartly. • You will arrive in plenty of time. • You will act professionally and friendly to the receptionist,theymay be a relative of the Chairman. • Remember: Never sit down in reception areas, be psychologically prepared.

By Jonathan Farrington