Functions of a Leader in Preparing for a Meeting

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In a large company, a group of managers is usually led by a sales manager whose goal is to prepare employees for negotiations and become a mentor for them. He must train managers, show them how to act, motivate them, and explain why a meeting with a client in sales is needed at all.

3 Functions of a Leader in Preparing for a Meeting

The preparation has the following main objectives:

Train . Here it is important to analyze dental email list the meetings that the manager has held with clients before: what worked, what did not go according to plan, what are the manager's strengths, what is his weakness. It is necessary to identify pain points and work with them in order to avoid mistakes in the future. And to place a special emphasis on strengths.

Show .Visibility is simply necessary in teaching, it makes the theory more figurative, accessible and understandable. Therefore, it is important to use diagrams in work, give examples from life, etc.

Motivate . The manager needs to understand what a specific client and successful negotiations with him mean for the company, what benefit he will receive from concluding the deal. He needs to be involved in preparing for the meeting, even if the head of the negotiating team is the head of the department.


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Checklist of questions for a meeting with a client
If you have a meeting scheduled with a client, it makes sense to create a checklist of questions that will make it easier to conduct. What exactly is it for?

Understand what the meeting agenda is. To find out, you can call the client or send him an email with a series of questions:

Who will come to the meeting from the client?

What does the client want to know during the meeting?

Does the client want to see the presentation, what information is important to him?

Resolve a number of organizational issues:

order a pass to enter the office of a potential client's company;

clarify the time of arrival and start of negotiations.

Checklist of questions for a meeting with a client

Discuss the main goals and objectives of the meeting with the head of the sales department of your company once again. As a rule, you need to have one main goal and a couple of additional ones. It is better to write everything down so that you can analyze the negotiations later.