Overview

Before you reach this stage where you will be meeting your prospect for the first time, you or someone within your organisation has likely made countless attempts to engage your prospect and schedule a meeting to discuss how you can help them.

Congratulations – they have finally agreed to meet with you. Better still, they are interested in learning more about you, your company and your products/services.

You're probably feeling excited at having the meeting scheduled. However, there is likely some apprehension too as you know the opportunity will be determined by how well the meeting goes.

Objectives

By the end of the course, learners will be able to:

• Evaluate what the objective of the first customer meeting is;
• Review the 4 stages that the meeting will pass through and how to plan for them;
• Identify some common mistakes salespeople make in first meetings;