Recently, a salesperson had a meeting with a senior executive from a large company. The goal was to solidify a deal and gain agreement to move ahead with the buying decision.
Several sales conversations had been conducted prior to this meeting. The prospect knew about the salesperson's company and the value of his solution. He was also aware that the salesperson's company had achieved success with other large organizations.
During a pre-meeting conference call, the executive stated that his primary goal in meeting was to learn how the salesperson could help him implement the solution with minimal disruption. He also wanted to be presented with case studies that would support the salesperson's claims.
However, here is the agenda the salesperson planned for that meeting:
1. Who is XYZ Company (the salesperson's company)?
2. Overview of the product
3. How XYZ can help ABC Company (the prospect's company)
4. Our solution
5. Product demonstration
6. How we deliver results
7. The support ABC will receive
