A written agenda is a checklist of what is important for you to cover in your sales call so you don\'t forget important steps in the client relationship process.
Confirm meeting time, purpose and participants in writing
Research your prospect and identify how your product or service can solve their problem
Distribute agenda to key participants
Distribute any needed support materials for the meeting
Greet, Welcome and Thank: Introduce yourself, your company and any key players
Prospect introduces themself, their company and any key players
Review meeting objective
Ask your prospect to explain their needs or business goals: why did they take the meeting?
Distribute any support materials
Present your information, facts or products
Explain how your product or service can meet your prospect\'s needs (as identified above)
Answer prospect questions and allow time for input from your prospect
Ask what your prospects decision process is: key players, timing, logistics
Define followup actions needed
Schedule next meeting and/or next steps
Followup in writing within 24 hours, thanking your prospect for the meeting and acknowledging your prospect\'s key questions and concerns
Respond to all followup actions in a timely manner
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Important: Your checklist will be saved to your new account.