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:

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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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