"So how do you start a sales meeting?"

"Managing expectations and setting an agenda is vital at the start of a sales meeting."

"You should always use an upfront contract when kicking off a sales meeting."

"Upfront contracts are self-serving, designed to force buyers through the sales process."

These are just some of the different opinions on how to begin a sales meeting.

These are my thoughts -

A salesperson should lead with an appropriate structure in place.

Whether they realise it or not, buyers want some form of leadership...their expectations managed.

'Servant leadership' - a concept devised by Robert K. Greenleaf - describes this concept perfectly.

Your structure has to be designed & communicated in such a way that it serves the interests of both parties.

Buyers must understand that sellers have their best interests at heart.

They must feel you're both on the same team because...

* It helps them to relax.

* Their defenses come down.

* This is how trust, rapport and empathy is built.

* This is how you get to the truth of their situation in order to work out if you can even help them.

All buyers really want is to feel comfortable, listened to, and understood.

The way you do that is by helping them solve their problems.

And by employing a high degree of emotional intelligence.

Anything that doesn't do that has to be completely reconsidered.

...because the best sales meetings don't feel like meetings at all.

They feel like internal discussions.