Blog Layout

What to Do Before, During, and After Your Next Sales Meeting

What to Do Before, During, and After Your Next Sales Meeting 

How do the best reps prepare for their sales meetings? First, they plan their work and work their plan. Having a well-planned and repeatable process helps reps go into their meetings confidently by finding out many of the answers up front.

 
1. Uncover the buyer’s trigger events
A trigger event refers to an event that occurs, causing a buyer to be more likely to search for a new product. For example, if there’s a new head of marketing at an organization and you sell marketing automation software, that would be a trigger event. Mergers and acquisitions could also be examples - many new processes are being put in place, which would require the use of a new service as well as an entirely new tool.
 
2. Identify a champion or decision-maker
Early contact with the decision-maker can reduce the sales cycle. However, if you're targeting someone less accessible, such as a C-level executive, find a champion within the organization who can advocate for you.
 
3. Identify and address potential objections
First, make sure you know any buyer's objections, including price, functionality, and competitive differences. Finding out what potential objections the organization might have beforehand can help uncover these issues. For example, if the buyer is already a client of one of your competitors, be prepared to speak to how you stack up.
 
4. Determine the people (on your team) who should be involved
Take a proactive approach. Ensure that your sales manager or a senior leader is aware of any travel necessary at any point in the conversation and that they are prepared with the key information.
 
5. Set an agenda for the meeting
It's easy to overlook this step, but it's crucial to the selling process. First, make sure the buyer knows what to expect by sending an agenda before the meeting describing what will be discussed during the meeting. Second, ensure that it is still okay for you to take up an hour of their time - the last thing you want to happen is to get halfway through a demo and discover that your buyer only has 30 minutes.
 
The key thing is to Plan Prepare Process

High Performance Blog

The top 1% don’t pursue success sporadically; they cultivate it systematically—daily, weekly.
By Jason Cooper April 3, 2025
The top 1% don’t chase success in bursts. They build it in layers—daily, weekly, monthly—through small, repeatable actions that align with their values and goals. They stay committed when it’s hard. They don’t wait to feel ready. They act anyway.
It’s all about people skills. Everything we do in sales, regardless of the methodology we use
By Jason Cooper March 13, 2025
We talk about the use of humor to humanize the whole selling process. We talk about building trust and resilience. We talk about a little bit of neuroscience as it pertains to buyers and sellers. Jason does a little bit of research and work in that category. Those following us closely know I guested on Jason's podcast, The Global Sales Leader Podcast, which was super fun. We’re looking forward to continuing the conversation on the show.
The Structure of the Brain and Communication in Sales: Creating Meaning in Sales Conversations
By Jason Cooper March 12, 2025
Every individual processes information differently based on their past experiences, personal biases, and cognitive associations. This means how we frame our message significantly impacts how it is received.​
Phrases to Avoid in Sales Conversations
By Jason Cooper January 28, 2025
These are essential elements of modern sales success, and they often begin with self-awareness and deliberate communication.
Purpose shapes goals and aligns success with a clear sense of direction. Jason Cooper Training
By Jason Cooper January 8, 2025
Connecting your passion to your purpose, and there are many things you can do to follow a process. Psychology believes a strong purpose is crucial for personal fulfilment and professional success. It is the foundation for intrinsic motivation, resilience, and performance, whether in sales
By Jason Cooper November 11, 2024
Maximizing the ROI of Sales Training: A Guide for Sales Trainers and Consultants
By Jason Cooper October 16, 2024
The Power of Feedback. Lessons from Running a Mountain Marathon for High-Performance Insights.
Your Brand Matters: High-Performance Sales Training & Coaching at Deloitte Ireland
By Jason Cooper October 1, 2024
Your Brand Matters: High-Performance Sales Training & Coaching Personal branding and coaching delivery
By Jason Cooper September 18, 2024
Succeeding in Business and Sales Relationships: Why It's So Important
By Jason Cooper August 30, 2024
Mastering Non-Verbal Communication for Sales Success
More Posts
Share by: