The Agenda Statement establishes the purpose of the meeting, what you are going to cover, and how they will benefit from your time together. When they feel you are prepared and focused on helping them, they will relax and be more cooperative. In addition, the Agenda Statement removes one of the biggest fears people have: the fear of the unknown.

Have you ever been in a meeting with a business owner or buyer who is a total Type A personality? Have you ever asked yourself why they always need to be in control and run the meeting? After observing thousands of meetings and talking with these people, our research indicates the reason they believe they need to run the meeting is because they’re too afraid the meeting will be a HUGE waste of time if they don’t.

However, these Type A personalities have also told us that when they meet with someone who can run an effective meeting, they are more than happy to relinquish the reigns. In fact, they rather enjoy working with a Sales Professional who knows how to run an efficient and effective meeting. That’s why it’s so important to quickly demonstrate that you know how to run a meeting; the Agenda Statement is your secret formula. It sets the meeting up for success in the first 4 minutes of the meeting, and sets you apart from the competition.

Do you have one of these relationships in mind?

Imagine what it would feel like if you were able to build one of these mutually beneficial relationships, based on trust and appreciation, with most of your buyers.  How awesome would that be?

So how do you go about doing that?  If you break it down, it’s really not so difficult.  Fulfilling relationships are built from three elements:

1. Credibility
2. Integrity
3. Dependability

Credibility simply means that you’ve earned the right.  You build credibility by letting your buyer know you have the experience necessary to do the job exceedingly well.

Integrity means being honest and truthful in all of your interactions.  You build integrity by being honest, especially when the truth is not necessarily to your advantage.

Dependability means that you are reliable over an extended period of time.  You build dependability by repeatedly doing what you say you’re going to do.

The key to developing all three of these is where rapport comes in.  Like I said in the definition above, rapport is the relationship or bond that develops between you and your buyer.  It doesn’t matter if you work in retail, where you may only interact with a buyer once, or if you work in financial services, where you develop your relationship over many months or years; building rapport has to happen quickly.  The Bullet Selling process allows you to build credibility, integrity, and dependability, whether you sell in an immediate or long-term sales cycle.  Building rapport can be achieved through both a long-term process and a one-time meeting.