After a few minutes of Preliminary Pleasantries it’s time to transition into the business conversation. Of the thousands of Sales Professionals we’ve observed, very few know how to do this effectively. The Bullet Selling process makes the transition seamless by using an Agenda Statement. This 60 seconds of magic will build momentum and let your buyer know you are prepared, professional, and have done this before.
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.