Being Prepared

First, anyone you bring with you to the meeting needs to have a full understanding of its objective.

Preparation is the key to effective joint sales meetings. First, anyone you bring with you to the meeting needs to have a full understanding of its objective. At the very least, they need to know who the customer is, what they do, where you are in the relationship, and what you hope to accomplish.

Equally importantly, your colleagues need to be clear about what their role in the meeting will be, or you run the risk that they will be unprepared. Are they there to ask questions, make recommendations, help deal with objections, or to show support and interest.

ACTION POINT: Prepare anyone you bring on a joint sales call before the meeting.