Success of Meeting Likely Depends on Preparation

By Crom, Michael | Tribune-Review/Pittsburgh Tribune-Review, August 31, 2011 | Go to article overview

Success of Meeting Likely Depends on Preparation


Crom, Michael, Tribune-Review/Pittsburgh Tribune-Review


Q: My boss invited me to a sales meeting with important clients to discuss a possible business deal.

I am new to the company, and I want to make sure that I show my boss my value. What tips will help make this a successful meeting?

A: It's critical to plan and prepare for the meeting.

Carefully review all the points you need to discuss and all the features of your product. All successful meetings require good communication and interpersonal relations skills.

Here are a few steps you should take to make sure you have a positive impact:

-- Prepare and plan for the negotiation process before the meeting. Research the company, its profile, statements, products, and stakeholders.

Also, determine needs, wants, and any problems or issues that may be affecting your prospective clients. If your product contains a solution for the company's problems and fits its needs, then the meeting can create an opportunity for partnership.

-- Determinate value from a buyer's point of view. The first impression is critical. …

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