The Meeting After The Meeting

The Meeting After The Meeting

(and a quick video with more details)

Today’s sales tip: the Meeting After the Meeting

💡After you present your solution to your prospect enterprise, there will always be a “meeting after the meeting” (or “MAM”), to which you won’t be invited. This is an internal meeting where they decide whether or not to do business with you.

📈 The MAM might be a monthly board meeting where your solution is reviewed as one of a dozen potential investments, only two of which will get final approval. Or in a smaller company, the MAM might be an informal gathering to debrief after your presentation and decide next steps. But there will definitely be a MAM.

You want to ensure that you understand what goes on in that MAM: Who will be there? What’s most important to everyone? How will they reconcile competing requests for funding? What comes next? ❓

👉 Solutions that are “must haves” tend to get funded. The enterprise must have the solution, because it’s already costing them too much to not have it.

⚠️ Solutions that are “nice to haves” tend to not get funded. If you’re selling on features and benefits, your prospects won’t be able to defend your solution in the MAM, because there are too many competing requests solving clearly defined problems that will get funded first.

💎 Sell so that your solution is a “must have”, and equip your prospect to defend your value in that MAM after you’re gone. This will help provide some late-stage insurance and protect your deal, even when you're not in the room. 💎

~

✨ Thank you for stopping by! Glad to have you here. ✨

At Slattery Sales Group, we empower great companies and sellers to win more business in less time.

Our clients tell us we help them raise revenues, bolster margins, shorten sales cycles, and compete more effectively in the marketplace.  We'd love to help you do that, too.

To expedite your progress:

🔷 Grab our book HERE to get that important sale moving again.

🔷 Get quick-start training to shorten your sales cycle and avoid being commoditized here.

🔷 Boost your own skills (and earning potential) in our advanced program here.

If you want to learn more about how we've helped over 2,400 enterprises enhance their sales processes, contact us through phone: 952-832-5436, or email: info@slatterysales.com. We'd love to connect.