Opening the meeting
Sales Tip 1
Confirm time
Technique(s)
Confirm the time you have before the meeting begins.
It may sound like: “We planned for 30 minutes which will take us to 2:00, does that still work for you?”
Why it’s important…
It shows respect for your client’s time.
It gets them talking.
You can adjust your presentation to match their expectations before the meeting even starts.
Sales Tip 2
Share the objective
of the meeting
Technique(s)
Share what you want the client to get out of the meeting.
It may sound like: “I want to review X with you and discuss the options in detail…How does that fit with what you want to accomplish today?”
Why it’s important…
Right from the start, you are making the meeting about them, not you.
Sales Tip 3
Share the flow of
the meeting and invite their input
Technique(s)
You can adjust your presentation to match their expectations before the meeting even starts.
It may sound like: “I thought we could start with…then move on to…and finish with…How does that sound?”
Why it’s important…
Once they know the flow, they can relax and focus on your message. They will feel more invested in making sure the discussion hits on what’s most important to them.
YOUR VISUALS
Sales Tip 4
Simplifying your slides
Technique(s)
Billboard Rule: Your client should be able to get the gist of your slide in 3 seconds or less, the time it takes to read a billboard.
One key message per slide: All information on the slide should support one key message.
Fewer words, more visuals: Use dot points, not sentences. Cut your words in half, then cut them in half again.
Why it’s important…
By solving for the least amount of information you need to convey your message, you are making it easy for your client to follow along and understand your solutions’ unique value.
Sales Tip 5
Build your slides
Technique(s)
Use simple animation when designing your slides so you can click through one chunk of information at a time.
Why it’s important…
When given a choice between reading and listening, your client will read.
By showing only the information you are speaking to, your client is free to listen to you rather than trying to decipher your slide.
Sales Tip 6
Clear your slides
Technique(s)
Tell them — briefly! — what they are looking at BEFORE diving into the details of the slide.
It may sound like: “Before we dive in, the key point of this slide is X, and I want to focus on …Let me now take you through it.”
Why it’s important…
Once the client knows what they are looking at, they will pull back from reading and are free to relax and follow along with you as you take them through the details.
Sales Tip 7
Control their eyeballs
Technique(s)
Verbally guide them to where you want them to look.
It may sound like: “What you are looking at is a graph of A. The X axis is…and the Y axis shows…If you look in the bottom left corner, you’ll see…”
Why it’s important…
By verbally guiding them, you make it easy for the client to follow along with you and absorb what you are saying.
Sales Tip 8
Take down your slides when you are talking
Technique(s)
When your conversation goes deeper than what’s on the slide, stop sharing and have the conversation directly with your client.
Share and un-share your slides throughout the meeting.
Why it’s important…
When there are no slides between you and your client, it’s easier to feel connected and build rapport.
ENGAGE THEM
Sales Tip 9
Use their name
Technique(s)
It may sound like: “Chris, I’d love to get your reaction to…” or “Nate, tell me a little bit more.”
Why it’s important…
Our ears perk up when we hear our name, so this is a great way to spike your client’s attention.
Sales Tip 10
Check-in often
Technique(s)
Aim for a check-in every 10 minutes by inviting their input on whatever you are discussing.
Start your questions with “How” or “What”.
It may sound like: “Before we move on, what questions do you have?”
Why it’s important…
Your client will be engaged only when they are talking, you are talking about them, or you are making them think.
By checking in, you are solving for one or more of these three.
Sales Tip 11
Use intentional pauses
Technique(s)
Build intentional, 4-second pauses into your presentations, particularly when you have said or are about to say something critical.
Silence is as important as the words you say.
It may sound like: “If you remember nothing else, I want you to remember this (pause, pause, pause, pause)…”
Why it’s important…
A pause is not a moment of nothing; it is a moment of connection.
It alerts your client that something is happening and makes them attentive to what’s coming.
It gives your client time to process what you just said, reflect, and chime in with questions or opinions.
Sales Tip 12
Use verbal grabbers
Technique(s)
Preface what you plan to say with a strong word or phrase that lets your client know that what you are about to say is important.
It might sound like: “This next point is
really important . . . ” or “What is truly amazing is . . . ”
Why it’s important…
A verbal grabber pulls your client back from wherever their mind wandered.
It puts a spotlight on the information you want them to hear and remember, like when a teacher says, “This will be on the test!”
YOUR CLIENT IS ONLY ENGAGED WHEN:
They are talking.
You are talking about them.
