The Art of the Sales Meeting climbs to #1

The Art of the Sales Meeting climbed to the #1 spot in 4+ categories including Sales & Selling Management to hit best seller on Amazon. Thank you for all the support!

In sales, nothing sets you apart from the competition more than mastering the sales meeting. But meetings are more than just a chance to connect: they’re once-in-a-lifetime opportunities to understand your prospect, identify business and personal pains, and demonstrate how your product or service is the exclusive solution.?

Over a decade ago, when I left the world of acting and entered the world of tech sales, part of my initiation was to shadow more experienced tech sellers in their meetings. And what I discovered was a shock. Many sales meetings were boring and lacked purpose. I witnessed weak communication that ranged from timid to cheesy to verbose. How could sales reps consistently miss the mark so badly?

As my career progressed, I discovered the answer. The bulk of sales training focuses on outbound prospecting or some sort of sales process or framework. Those are valuable skills, but the training is incomplete. It leaves out one of the most important things a seller faces: how to effectively communicate in a room. And this doesn't mean just speaking well. The lack of these skills is a huge problem.

Sales meetings are valuable opportunities that can change lives, but without skill or dedicated practice to tackle these critical moments, great opportunities can quickly become bad impressions, burned bridges, and missed quotas.

There is cure, however. I realized that the tools I had been trained in as an actor to craft a performance were the same skills that could create massive success in meetings. This does not mean you will be "acting" in front of your potential clients. But it does mean that mastering the same skills as a good actor will exponentially increase your ability to communicate effectively. And when you do that, your sales career can grow in ways that can be life-changing, both financially and in how you feel about your job.

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