Since most animal health pros are in the business of creating or enabling transactions, then the sales meeting description used in this headline can be more universally understood as interactions. Sean McPheat relates being asked the question, “. . . what do you do after a sales meeting that ensures the next one will be even better?”
Source: MTD Sales Training, February 12, 2018.
There are essentially two things you should reflect on after you’ve met with a customer or prospect…the how and the what. The ‘how’ is the process that the meeting took, how you conducted the conversation, what worked well and what didn’t. In other words, how did the dynamics of the sales conversation go? As you learn from experiences, you can ask yourself three fundamental questions:
- What happened?
- What does that mean?
- What will happen next?
INSIGHTS: Veterinary teams and some retailer associates often baulk at the term “sales.” We all sell ideas, solutions or advocate for this or that process. McPheat reminds us the purpose of going over the content of the meeting afterwards is to decide how you can demonstrate value, build relationships with the decision makers and create real reasons for their business to use your services in the future. Really think about it!