SALES

MEETING
WORKSHEET
The Sales Meeting Worksheet walks you through the 5 steps
necessary to pass the first test with important accounts. You can
take it with you to the meeting to help you stay on track and on
message.

For more details on each step,

click here to download the
Master Sales Meetings eBook.
Step 1. Pre-Meeting Research

Company: ___________________________ Contact: ____________________________

 Role/Responsibility: What’s this person in charge of? Expected to achieve?

 Primary Business: What industry are they in and how do they help their customers?

 Business Unit/Division: How the company is divided? Where’s the best fit?

 Market Segment: Who is their target audience? Ideal customer profile?

 Financial Position: Are they growing or shrinking? Borrowing money or cash rich?

 Customers: Who are some of their customers and what are their success stories?

 Key Strategic Initiatives: What specific objectives are they trying to achieve?

 Industry Trends: What is the growth pattern? How are the buying patterns changing?

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Step 2. Determine Your Positioning

Use these questions to spur your thinking:

 How are they handling things without your product or service? What is their status quo?

 What kinds of challenges might they face because of how they’re currently doing things?

 What gaps might exist between where they are today versus where they want to be?

 What are the potential business implications of these gaps and challenges?

 If this company used your products or services, what business value would they realize?

 What difference can your product or service make?

How will you position your offering so that it’s most enticing to your prospect?

Idea #1:

Idea #2:

Idea #3:

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Step 3. Plan Your Questions

List your top 10 questions. Make sure to asking insightful, provocative ones that will get
your prospect talking about important matters.

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

Step 4. Define the Meeting Outcome

Define Your Logical Next Step.

If your meeting goes well, what makes sense to do next?

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Step 5. Outline the Meeting Agenda
Put together a prospect-specific agenda for this meeting that includes the following areas. This
ensures you get off to the right start, focus on what matters and advance the decision process.

(Note: Times are based on a 1-hour meeting. With less time, adjust your agenda accordingly.)

I. Open the Conversation (5-10 minutes)

A. Make the introductions

Find out what whose there, why they're attending and what interests they have relative to
the business issue.

B. Confirm times and agenda

Reconfirm the purpose of the meeting check to see if times have changed since you set up
the meeting.

II. Lead the Discussion (40-45 minutes)

A. Set the stage (5 minutes)

Give a brief overview of the business results a specific client achieved with your product,
service or solution. Also share your position statement - your insightful ideas on how you
can make a positive impact on their business.

B. Transition to questions (1 minute)

What will you say to transition? As quickly as you can, shift the focus to the decision maker.
You can say something like: “The most important thing is to find out if this makes sense for
your company. [Insert your first question here]”

C. Focus on business issues (35-40 minutes)

Discuss the top ten questions from Step 3. Bring them with you into the meeting, but make
sure to leverage them conversationally.

III. Advance the Process (5-10 minutes)

A. Summarize your understanding

Give a summary of what you learned so far about their needs, challenges and business
issues, as well as the value of resolving them.

B. Suggest the logical next step

Without making a big deal of it, simply recommend a good option to move the process
forward.

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