Got a meeting with a potential prospect? You show up on time, but they keep you waiting. When you finally sit down, you realize your hour-long meeting is now just 30
minutes. What do you do?
Another scenario: two decision-makers are supposed to be in the meeting. One says she has to leave early. What’s your response?
I’m Rashid Kotwal. In both cases, it’s easy to say, “No problem, we’ll hurry up,” or “It’s okay if one person leaves early.” But that’s a big mistake. You’ll waste your time and probably lose the deal because you either rush things or the person who leaves doesn’t get your value proposition and kills the deal later.
I’ve made this mistake more times than I’d like to admit. I thought I should make the best of the available time since it took a lot of effort to get there. But that’s a terrible approach. You end up being at their mercy.
Remember, you are an equal. You’re there to help them get what they want with your product or service. So, take control. Here’s what I suggest:
- Set boundaries. If they’re more than fifteen minutes late, leave.
- Confirm the meeting length at the start. If it’s shortened for any participant, politely reschedule.
- Make sure your prospects understand that your time is just as valuable as theirs. You’re providing a service and should be respected as a peer.
- Qualify prospects over the phone before traveling for a meeting. Don’t waste your time.
Work with me to improve your sales performance – close more deals in less time. Contact me on +61 414 913 334 or email me: Rashid.Kotwal@revealedresources.com for a confidential discussion re your particular situation and how I could help resolve it.
