How To Run Your Second Meeting With A Prospect

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1. Do you have an evaluation process already in mind? What are the key steps in that? “What’s the typical process for buying software in your business?” Who would usually be the most senior person to get involved? What do you think will be most important to them regarding this project?

   In Buying process discovery

2. ‘When do you need to be live with a solution?’ “This one question can tell you a lot about where the prospect is in the evaluation process, whether they are actually in an evaluation process, as well as the role the person you’re speaking to might play in the buying process.” If you get a fairly vague answer, you’ll know you have more work to do to understand what the buying process looks like and if this really is a high-priority problem that the business is willing to pay to solve.

   In Buying process discovery

3. So by the end of your second meeting, your prospect will need to believe that you have a good understanding of their problem and that it’s likely you have a credible solution to that problem. “And for you to dedicate more time to this prospect, you will want to know that you’re working with a person and company with a high-priority problem you can solve, and that it’s likely they will spend money to solve that problem.” How to prepare for your second meeting

   In Meeting commitment signals

4. First, I had a few follow-up questions from our last meeting that would be great to cover “Then I’d like to share a deep dive into our solution, and answer any questions that you may have. I also have a couple of case studies of customers solving similar problems” And then if we still feel like there’s a potential fit here, we can discuss next steps at the end of the meeting.

   In Partner sales collateral

5. So by the end of your second meeting, your prospect will need to believe that you have a good understanding of their problem and that it’s likely you have a credible solution to that problem. “And for you to dedicate more time to this prospect, you will want to know that you’re working with a person and company with a high-priority problem you can solve, and that it’s likely they will spend money to solve that problem.” How to prepare for your second meeting

   In Personalization prioritization