Today I'm quite pissed at myself. I made an amateur mistake of going into a meeting this week where I wasn't properly prepared. I didn't do enough homework on what had happened to date before said meeting and I didn't prepare a list of goals or things I wanted to achieve with this meeting.
I'm using myself as an example because I shouldn't of made this mistake. It's one of those things where you have no one but yourself to blame for most likely being lazy or not putting enough weight on a meeting. The meeting itself was a typical sales call and there were enough people involved where one could of had a far better lay of the land before heading in. Further, my colleague and I weren't aligned as to exactly what we wanted to achieve. We knew kind of what the goal was but we didn't think about the details and when we came to certain points, we stumbled.
Not all is lost. We still did pretty well but we could have done far better. The next time you go into a meeting to sell something or to negotiate details, consider the following (as common sense as it may seem):
1. Who is participating and do I know what each of them wants to get out of this meeting?
2. What are my goals and what's the minimum that I want to achieve?
3. Can I give in on certain points?
4. Are there issues I won't budge on?
5. What are next steps after the meeting?
6. Who will ultimately decide whether I get what I want or not?
7. Are there things I don't want to lay out on the table and not discuss in this meeting?
8. Who should do most of the talking?
You probably know all of this already. I sure do. We often forget it though nevertheless and it remains something to consider before walking into your next sales call.