{"id":47289,"date":"2021-09-16T07:42:00","date_gmt":"2021-09-16T11:42:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=47289"},"modified":"2026-04-23T13:54:41","modified_gmt":"2026-04-23T17:54:41","slug":"sales-meeting","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/sales-meeting\/","title":{"rendered":"How to Nail a Sales Meeting: 5 Tips for Success"},"content":{"rendered":"\n

Do you work in face-to-face sales<\/a>? What do you think is the key to converting a sales prospect into a customer in a face-to-face sales meeting?<\/p>\n\n\n\n

In high-profile business-to-business sales, customers often request a face-to-face sales meeting that explains how the product\/service works and how it will contribute to their company\u2019s success. The key to making your proposition stand out from competitors<\/a> is to plan your meeting in advance: how to open it, how to pre-empt objections, how to close etc. <\/p>\n\n\n\n

In this article, we’ll discuss techniques to make your sales presentation<\/a> as effective as possible.<\/p>\n\n\n\n\n\n\n\n

1. Know Your Buyer<\/strong><\/h2>\n\n\n\n

To really nail your sales meetings, you\u2019ll have to tailor it to each particular prospect you speak with. There are six common types of customers<\/a>, with an approximate percentage of the buyers in each category.<\/p>\n\n\n\n

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  1. The Reluctant Customer:<\/strong> About 5% of customers are suspicious, cynical, and chronically uninterested. This type of buyer will generally focus on the aspect of a pitch that she finds negative and will never move off of that topic; she\u2019s unlikely to ever say \u201cyes\u201d to a proposal, so don\u2019t spend a lot of time with her. Extricate yourself as politely as you can, and look for someone else more open to your message.<\/li>\n\n\n\n
  2. The Certain Customer: <\/strong>About 5% of your buyers will be the exact opposite of the reluctant buyer: They\u2019ll know exactly what features and benefits they need and what price they\u2019re prepared to pay. When meeting with a certain<\/em> customer<\/em>, sell her exactly what she\u2019s looking for\u2014if you try to oversell her when she\u2019s not interested, she\u2019s going to be put off, and you may lose the sale entirely. You can give her additional information, but expect her to know her limits and stick to them.<\/li>\n\n\n\n
  3. The Analytical Customer: <\/strong>About 25% of your buyers will fall into this category. These buyers move slowly to be sure they make the right decision. They love details and want you to prove everything you claim on paper. Don\u2019t rush this buyer. Be methodical, go over details thoroughly, and take time to fully answer each question.\u00a0\u00a0<\/li>\n\n\n\n
  4. The Relationship Customer: <\/strong>Another 25% of your buyers will prioritize being liked and getting along with people<\/a>. This type of buyer wants to build a relationship with you before committing to a purchase. She needs time to make a decision<\/a> and values the opinions of others highly when evaluating products or services. When dealing with a relationship customer, slow down and ask a lot of questions. Talk about other customers who have been happy with your products or services. You may need more than one meeting to close the sale.\u00a0<\/li>\n\n\n\n
  5. The Directive Customer: <\/strong>Another 25% of your buyers will be directive customers, who are task-oriented. This buyer is busy, businesslike, and practical. She is laser-focused on the benefits your product can provide and doesn’t care about building a warm relationship with you personally. When dealing with a directive customer, don\u2019t bother with small talk, and don\u2019t go into details on background information, like how your product was developed. Focus on the bottom line: exactly how your product can help her. Get right to the point so she doesn\u2019t feel you\u2019re wasting her time.\u00a0<\/li>\n\n\n\n
  6. The Social Customer: <\/strong>About 25% of your customers will be social customers, who are gregarious and extroverted. You\u2019ll often find this type of buyer in fields that involve a high degree of integration between teams of people\u2014supervisors, project managers, orchestra conductors, and senior executives of large firms. When dealing with a social buyer, expect her to be talkative and friendly, and be positive and open in return. If she agrees to a purchase, be sure to get it in writing immediately\u2014this type of buyer is prone to forgetting commitments soon after she makes them.<\/li>\n<\/ol>\n\n\n\n

    2. Open Strongly<\/strong><\/h2>\n\n\n\n

    No matter which type of customer you\u2019re dealing with, you need to have a strong opening to your presentation. An ideal opening will plant the seeds for a strong closing, giving you a much higher percentage of successful sales. We\u2019ll look at two techniques in particular.  <\/p>\n\n\n\n