From the course: Sales Discovery
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Meeting agenda agreement
If you were to ask business people what part of their job can be the most frustrating, I can guarantee that attending unproductive meetings would be near the top of the list. We get aggravated when they take too long, don't cover topics we were expecting and were unclear about followup steps. Unfortunately, far too often the same thing happens in meetings between salespeople and buyers, since items were not discussed and agreed upon beforehand. The lesson here is that you want to have a collaborative give and take between you and your prospect during the discovery call. By setting clear mutual goals, objectives and an agenda for the meeting that is verbally agreed upon in advance, you avoid surprises and misunderstandings. It's all about transparency and setting expectations for the call, which in turn will benefit both you and the buyer throughout the entire sales process. There's an excellent model for this, and it…
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