How To Prep Effectively For A Sales Meeting
My advice is to follow this SUPER simple framework for meeting success. And it doesn't just need to be external meetings.
1. Why are we here?
2. What do we expect?
3. Do we agree?
Add a framework to position your product/ service.
You need to think of the customer's......
SCV: Situation / Challenge / Value Proposition.
S - What is the situation
C - What is the challenge they face, get the detail on challenges
V - Bring a value proposition that addresses those challenges
Focus on mutual value creation. Make it easy to change. Don't position your solution as a 'big' jump. Make them feel comfortable in the incremental move to a new world and more inspiring vision.