Get the latest in sales news delivered right to your inbox.
Agenda-setting is an important part of every sales conversation. But when your prospect is a talker? It’s absolutely crucial. After all, the more opportunities you take to remind them of your mutual purpose, the better. With that in mind, make sure to set your agenda before you dive in — preferably while you’re booking the call or meeting. If you accidentally neglect this step, send them an email a day or so before your appointment with some homework (HubSpot VP of Sales Pete Caputa recommends asking them to mull over some questions or review some information).
If you’ve ever had a career in sales, you know how much of a rollercoaster it can be. One second, you’re pitching to a prospect– you’re excited, they’re excited– it’s going great! But, once you’re off the phone you get that familiar sinking feeling again: you’ve been lied to.