Tools:
Summary:
THE NUDGE: This idea of a pre-meeting Nudge comes from Google. They use these “just in time” sorts of reports to help provide coaching and consistency in preparation and follow-up.
Pre-Meeting Preparation: Before the meeting, the focus is on setting a clear objective and agenda. The primary question to consider is the "End in Mind" (EIM) for the meeting, which should be included in the pre-meeting agenda. This involves not only identifying the main goals and topics of discussion but also anticipating the customer's response to the EIM. It's crucial to ensure that the customer agrees with the EIM and sees the meeting as a valuable use of their time. If the customer doesn't align with the agenda, it may be necessary to consider canceling or rescheduling the meeting. The preparation stage also involves anticipating any potential issues or "Yellow Lights" that might arise and strategizing how to introduce challenging topics in a manner that is assertive without being aggressive. This includes planning around sensitive issues such as access to people, the exchange of value or information ("Give to get"), timelines, and discussions around pricing or value.
Post-Meeting Follow-Up: After the meeting, the cybersecurity salesperson is expected to evaluate several key areas. Firstly, it's important to assess whether the "End in Mind" was effectively restated at the beginning of the meeting and whether the approach taken led to achieving this end goal. Reflecting on what was learned during the meeting and considering what could be done differently in future interactions are vital for continuous improvement. The salesperson should also review how any anticipated "Yellow Lights" were handled and the outcome of these situations. An important post-meeting task is to make necessary changes or updates to the Account Plan / Opportunity Checklist (THE AXE), based on new insights or information gathered during the meeting. This process is critical for aligning future strategies with the customer's needs and expectations, ensuring a more targeted and effective sales approach in subsequent interactions.
Sources:
Work Rules - Laszlo BockQuotes:
“Life punishes the vague wish and rewards the specific ask.” - Tim Ferriss
“Unspoken expectations are premeditated resentments.” — Neil Strauss
"Before enlightenment, chop wood, carry water. After enlightenment, chop wood, carry water.” - Zen Proverb
“The invisible advantage is choosing to do what other people could do, but don't.” - Jeff Olson