Bright Lights - Tips & Solutions

Sales 101

Mutual Agreement on Your Sales Call

Clarifying and getting mutual agreement for the meeting agenda is a critical step to the sales process.

What needs to be done right after getting to know the prospect, is agreeing on what is going to happen during the sales call.  So many sales people get upset with the prospect because they are going in a different direction than the salesperson wants them to go.  The meeting ends with the salesperson hearing, “I need to think it over, but you’re looking pretty good right now.” You can’t blame the prospect if you don’t tell them what’s going to happen.

All too often, the sales person hasn’t taken the time to establish the rules for the meeting.  In baseball, they always go over the rules before every game.  This way, there is no misunderstanding of what’s going to happen.  It is very clear to everyone involved exactly what the steps and rules are as they progress with the game.  It’s the same in sales, you need to understand the prospects agenda for meeting, and likewise, let them know your agenda for being there.  Once each agenda is on the table and discussed and agreement is reached as to the rules, then you can proceed with your sales process.  There are no surprises for either of you. 

Of course, you also need to weave this into a conversation with your prospect.  Don’t be too blunt or literal in getting the agreement.

Getting the agreement establishes a clear understanding of why your there and what the prospect wants from the meeting. It makes selling a more enjoyable and profitable experience.