105 - Sales Meetings, Part 4: How to End and Follow Up On Meetings

How you end and follow-up from a sales meeting will be the
ultimate determinants of your success. In today’s episode, we’ll
go over how to follow through on meetings so you’re set up for
success, the importance of repetition, and a template you can use
to close every meeting.


Often we’re so focused on the goal of setting up a meeting that
we overlook how to end a meeting. But in sales, I can assure you,
the money is in the follow-up. How you end and follow-up from a
meeting will be the ultimate determinants of your success. 


That’s why we’re concluding the #SalesMeetings series on Modern
Sales with an episode on concluding your sales meetings.
Throughout this series, we’ve been discussing the science behind
good (and bad) meetings. See them all in the show notes below.


Today I’ll share how to follow through on sales meetings so
you’re set up for success, the importance of repetition, and a
template you can use to close every meeting. 





You’ll learn:


The power of permission, repetition, and agreement


The psychology behind using this trinity in the closing
moments of a meeting and the followthrough will change the way
you do sales. I dive into the science behind this in this
episode. The gist is asking your clients for permission and
agreement throughout the sales process leads to them feeling
engaged, in control, and more inclined to continue saying “yes.”
Where repetition is one of the best tools for helping your
clients internalize and remember the information you give
them. 






How to end your meetings


For one, always end on time. It sends the message that you
respect everyone’s time. And if you’ve covered everything in a
meeting, end it early! I’ll present a simple process that you can
use as a template to end every meeting: summarize, decide, follow
through. I’ll cover the dos and don’ts of each step in-depth in
the episode. 






How to follow through after meetings for success


Followthrough is where the real meeting magic happens. After
all, it’s the actions following the meeting that matter most. So,
follow through on whatever you promised you’d do, including
sending an email summary from your CRM so the conversation and
decisions are well-documented.






Mentioned:


Sign up for our newsletter


Check out our training programs


#SalesMeetings: Why Bad Meetings Are Killing Your Numbers


#SalesMeetings: What to Do Before Every Meeting to Make It a
Success


#SalesMeetings: How to Run a Great Meeting


The Surprising Science of Meetings by Steven Rogelburg


Logan Nickelson at Music For Makers





Want the full transcript? Visit the show notes
page on our website:


https://servedontsell.com/modern-sales/how-to-finish-a-sales-meeting 


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