Reviewing the Meeting Results PDF Print E-mail

Believe it or not, after spending a great deal of time and energy visiting to a prospective buyer, people often neglect the important step of reviewing the meeting results and giving them a thoughtful analysis. As with the other activities we've covered, evaluating your progress at every step of the way always puts you one step ahead of the competition.

And it's not all that difficult. There are just two aspects of the visit that you need to know: What worked and what didn't work. To answer those two basic questions, you need to go over the important elements of the meeting:

  • Did you get commitments from the prospective buyer?
  • Did you get your minimum requirements met? And if not, should this target be shelved, or should another approach be taken with another individual in the target organization?
  • Which Black Holes were filled in?
  • Did you uncover any new Black Holes?
  • Were any new BUGS mentioned?
  • Has the CASE changed?

Finally, you must decide, on the basis of the meeting, what your next step will be.


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