In all the on-the-road sales mentoring I have done for clients, it is amazing to see that very few sales reps set an agenda for a sales call. An agenda that the customer sees before hand.
The result is that the sales person starts speaking about themselves without knowing what the customer wants to buy. This gives control of the sales call to the buyer and they can move you on when they have had enough.
Set an agenda that gives you control of the meeting and you will have more power in the conversation.
This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, Due out May 2016. To find out more and register for pre-release information click here