Setting the Agenda

Customers resent people who overstay their welcome.

Ensure that everyone is clear about the objectives of the meeting. Even through this is a sales call, it requires a clear agenda, distributed in advance, and takes into account your needs and your client's (remember, it is their meeting).

Give each person the opportunity to express their interest in the meeting and what they would like to get out of it. This is crucial: you may not realize the status or position of a participant in your meeting, and run the risk of missing out on a huge opportunity.

Finally, confirm the time available for the meeting, and stick to it. Customers resent people who overstay their welcome.

ACTION POINT: Have an agenda for every meeting with a customer.