How to close sales meeting checklist
Preparation Before the Meeting
- Analyze previous interactions and transactions.
- Identify pain points and preferences.
- Research the client's industry and competitors.
- Note any specific requests or feedback from past meetings.
- Create slides that address the client's specific needs.
- Include relevant case studies or testimonials.
- Ensure visuals are clear and professional.
- Practice delivery to maintain engagement and confidence.
- Define what you want to achieve by the end.
- Identify key points to discuss and prioritize them.
- Establish measurable outcomes for success.
- Communicate objectives to team members involved.
- Compile contracts, proposals, and brochures.
- Ensure all electronic devices are charged and functioning.
- Print additional copies of important documents.
- Organize materials in a professional folder or binder.
- Send a reminder email to the client.
- Double-check the reservation of the meeting space.
- Confirm the availability of all participants.
- Prepare for any potential changes in location or format.
During the Meeting
- Start with small talk to ease tension.
- Find common interests or experiences.
- Use the client's name frequently.
- Maintain eye contact and smile.
- Be genuine and approachable.
- Clearly outline the proposed solutions.
- Align solutions with the client's specific pain points.
- Use visuals or demos to enhance understanding.
- Highlight key features and benefits.
- Be concise and focused on their requirements.
- Give full attention when the client speaks.
- Nod or use verbal affirmations to show engagement.
- Take notes on key points and concerns.
- Ask clarifying questions to deepen understanding.
- Summarize their feedback to confirm comprehension.
- Pause to gather your thoughts before responding.
- Provide clear, concise answers backed by data.
- Use examples to illustrate your points.
- Encourage follow-up questions for clarity.
- Maintain a confident and calm demeanor.
- Summarize benefits relevant to the client.
- Use testimonials or case studies for credibility.
- Highlight unique selling propositions.
- Connect the value back to their goals.
- Encourage the client to envision the outcomes.
Closing the Sale
- Recap main features discussed during the meeting.
- Highlight specific benefits relevant to the client’s needs.
- Use concise bullet points for clarity.
- Ensure the client understands the value proposition.
- Encourage an open dialogue about their interest.
- Listen actively to their feedback and concerns.
- Avoid pushing; maintain a collaborative tone.
- Gauge their readiness to proceed with questions.
- Invite the client to share any remaining concerns.
- Respond calmly and thoroughly to objections.
- Provide reassurance and additional information if needed.
- Ensure the client feels heard and valued.
- Outline the specific actions required to proceed.
- Provide a timeline for implementation or follow-up.
- Clarify who will handle each step.
- Encourage the client to ask questions about the process.
- Review the key terms of the agreement together.
- Ensure mutual understanding of pricing, timelines, and deliverables.
- Ask for verbal or written confirmation of agreement.
- Document any changes or additional requests made.
Post-Meeting Follow-Up
- Express appreciation for their time and insights.
- Recap key discussion points briefly.
- Reiterate your interest in working together.
- Include your contact information for any questions.
- Send within 24 hours of the meeting.
- Review notes to identify requested information.
- Gather relevant documents, links, or data.
- Format the information clearly and concisely.
- Include a brief explanation for context.
- Send promptly to maintain engagement.
- Summarize action items discussed during the meeting.
- Specify who is responsible for each step.
- Provide deadlines for each action item.
- Ensure clarity on expectations moving forward.
- Include this outline in the follow-up email.
- Assess if further discussion is required.
- Propose specific dates and times for follow-up.
- Use tools like Calendly for scheduling ease.
- Confirm the agenda for the next meeting.
- Send calendar invites once agreed upon.
- Summarize key points and decisions made.
- Include action items and responsible parties.
- Store documentation in a shared location.
- Ensure all team members have access.
- Review documentation before future meetings.
Use in Manifestly