The goal of prospecting is to convert an interuption into a scheduled conversation.
Contrary to popular belief, the first scheduled meeting should not be a sales pitch.
Instead, the first meeting should be short (15-20 minutes) introduction intended to stimulate curiosity and run out of time.
For more on my approach to prospecting and holding the first meeting you can CLICK HERE
In this post, I wanted to share the worksheet I use to assess the first scheduled meeting and then provide coaching for sales reps.
You can see the assessment worksheet below or
First Meeting Assessment Worksheet
Greet and Settle – Introduction & small talk
Time Check – Is this still a good time? Is the prospect distracted? Offer to reschedule?
Set Call Expectations – Did we clearly set objectives & gain agreement on time?
What does ____________ Do? – Did we use a referential approach? Offer to share a story?
Probing for Need? – Did we take a general approach (What’s on your plate?) or take risks?
Focus on Us vs. Them? – How much time did we spend talking about us versus asking about them?
Research and Preparation – Is it apparent we did appropriate research and prepared questions?
Quality of Questions? – Did we ask open ended or closed ended questions?
Objection Handling? – Did we seek clarification? Did we move on or get stuck?
Follow Up & Clarification? – Did we seek additional information? ‘Tell me more…”
Referrals and Return Access? – Did we ensure return access if handed off to someone else?
Next Appointment & Closing the Call – Did we schedule the next interaction? How well did we close the call and set expectations for next steps?