On Monday, I suggested that far too many front-line sales professionals are adopting a “Quixotic” approach to opportunity assessment, as the need to hit targets and put runs on the board, intensifies.

But you know, with selling time becoming limited; International barriers coming down; competition intensifying; product uniqueness becoming rarer and rarer, rigorous qualification has never been more critical.

Personally, I believe that the first exploratory meeting is the key element in the entire sales process.

Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet.

It is the exploratory meeting that will allow the professional salesperson to set the ground rules and get a ‘feel’ for the client and their needs. As this is normally the first meeting it is also where the potential client will get his first impression of you, therefore the way you look, act and conduct the meeting will have a direct bearing on whether or not you are able to proceed to the next stage. Finally, the objective of the meeting is to gain commitment to the next stage and NOT to try and get the order.

What is the essential information that must be gathered? Read on here

Today’s News: My friend and fellow sales blogger, Dave Stein, posted an interview with Jill Myrick of Meeting To Win - a company who we now have close ties with. You can listen in here, and also grab an excellent FREE download

Hot news off the press – early in March, I will be launching a brand new daily blog, which will be of particular interest to sales managers, Sales Directors, sales leaders, VP Sales - in fact anyone who has responsibility for leading sales professionals: I promised that Sales Leadership Zone  would make a comeback – and it is. More soon.

Tomorrow: I have a book(s) proposal to write, so I am going to be fully occupied. As ever, wherever you are, have a great weekend and be sure to make it back on Monday – JF

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