Breaking Down the First Appointment (face-to-face or phone)




Before the Meeting:

Before any 1st appointment, send the prospect the following email as your agenda:
First Name,
Looking forward to our upcoming meeting. In terms of our agenda, I would like to propose the following:
- Learn about you
- Share about us
- Kick around some ideas
- Confirm that we “fit”
- Determine next steps
Then, if available, also attach a list of questions that will act as the discovery guide.
The Structure of a 1st Appointment:
% of Time | ||
---|---|---|
work on career module |
Start off by being “social” Review your agenda and get commitment Invite them to add to your agenda |
5% |
Body |
Follow the acronym “SPINITH”
Situation: Use your preset discovery questions to understand Problem: Use your preset discovery questions to understand their Implication: Ask them to explain the magnitude of their need to Need: Ask them to define their view of their need. Have a Ideas: Begin to kick around some ideas. You are NOT offering a Timing: Ask them their timing. If they have a firm answer – great Hurdles: Probe about the hurdles that may stand in the way. |
55% |
Closing |
Re-state their needs and your ideas. Get their c onfirmation that you two organizations conceptually “fit”. |
5% 5% |
A few Tips:
Ask lots of “open” questions … those that do not trigger a “yes” or “no”answer
This meeting is about “them” … not YOU or us
Avoid pitching and don’t try to sell. A first appointment is often not pitch what you do.
Stick to your meeting agenda
Show empathy – show you understand what is truly happening in their business. The best way to do this is to repeat back to them what they said
Don’t fall into the trap of talking too much (about yourself, products and company)
Never leave a meeting without a next action no matter how simple it maybe;




As a business, you know having the right data is essential for making the best decisions. This is especially true when it comes to...
Read MoreSales prospecting is a key part of any sales process. It enables businesses to identify qualified leads and target those who have ...
Read MoreWorking with databases can be tricky. Different databases are built, managed, and accessed in various ways. Two main types of dire...
Read More