A common mistake salespeople make is not clarifying the intended agenda for their sales conversations with prospects. This can lead to misunderstandings on the behalf of prospects and result in fewer sales.
To avoid this common mistake, every salesperson’s routine should include verifying the suggested agenda for the next sales interaction, at the end of every sales interaction.
As part of your agenda discussion preparation, develop a set of questions to ask prospects to solicit what they would like to see on the agenda.
Your questions might include:
“What would you like to see on our agenda?”
“Here’s what I’d suggest be on our agenda. Did I miss anything?”
“Is there anything you would like to add, change or delete from that?”
Be sure to include these kinds of agenda questions at the end of every sales interaction. By clarifying the agenda for your next sales interactions, prospects will be more engaged in the next meeting and will be less likely to cancel, as they were involved in setting the agenda.
Are you getting prospects cancelling meetings?
Are you setting agendas with prospects?
What are you going to do to ensure you clarify the next sales interaction agenda before ending each meeting?