Video: How to Build and Maintain Meeting Momentum
One of the keys to a successful sales meeting, and Secret #3 in Andrew Davis’ “Invert Your Pitch: Pitch Like a TV Producer” video course, is to maintain meeting momentum. Media salespeople will have the most success selling their solutions by maintaining the prospect’s excitement before, during, and after the sales meeting.
There are several easy things that media salespeople can do to excite prospects about a particular solution. Davis says that salespeople can raise the prospect’s anticipation before the meeting by teasing information or stats about the solution. “You want them to be excited to see you walk in the door,” says Davis. After the meeting the media salespeople can follow up with videos and even packages that remind the client why they were excited about the solution in the first place.
Davis describes this as the “Consumer Momentum Curve.” Prospects’ anticipation builds leading up to the sales meeting, their interest peaks during the meeting, and it gradually wanes after the meeting. It’s the media salesperson’s job to keep the prospect excited throughout this curve. In the following video, Davis explains how salespeople can build and maintain meeting momentum.