How to Handle 10+ Sales Meetings a Week

by | 25 Sep 23

I get it, a lot of EdTech and Education Services businesses struggle with securing sales and customer meetings.

But guess what? Our customers don’t have this issue anymore. How come? It’s all thanks to our unique social selling method that guarantees them 10 or more sales and customer meetings every week.

When your calendar is bursting with appointments, you’ll find that the pressure to close a sale at every meeting diminishes. You’ll always have the next meeting, and the one after that. So, whether you’re aiming for new business sales, upsells, or cross-sells, it won’t matter. You’ll always have the next opportunity waiting.

So, as I delve into the rest of this blog, I want you to imagine your calendar chock-full of meetings, either through our method or any other way you’ve discovered.

Not only will the skills learnt in this blog benefit you and your business, but your customers will appreciate it too. Remember, when your calendar is full of meetings, you need to make sure that each additional meeting you book with a customer should be about helping them solve a problem.

That’s the ultimate win-win scenario – you’re inching closer to a sale and your customer is closer to finding a solution to a problem.

So, ready to learn how to prepare and conduct these meetings effectively? Let’s get into it in this blog!

Table of Contents

Use these links to jump straight to the part of the article that interests you most.

> Last Things, First
> Find The Problem
> Questions To Ask
> Get The Free Guide
> Don’t Read From Your Script
> Need Help? (For Free)

Last Things, First

That’s a bit of a weird subtitle. Maybe I should’ve gone with ‘start with the end in mind’, but I’m sure I’ve used that in a previous blog. Maybe I should’ve checked! Ha!

So, by the end of the initial meeting, you’re going to know which of the following groups the person you’re meeting with falls into:

  • Potential customer
  • Potential collaborator
  • Neither – but at least you’ve expanded your network

These three groups are something I covered in a bit more detail in my blog called ‘3 Key Metrics for Social Media Success in Education’.

Alright, let’s dive deeper into the next part of this blog. I’m going to show you how to figure out which of the three groups your meeting attendees fall into. If you’re a salesperson or customer success person with a sales target – or quota – you probably hope they’re in the ‘potential customer’ group!

But let’s say they don’t. You’d want to find that out sooner rather than later. Why? Well, because no one likes wasting time chasing an order that’s just not going to happen.

Remember when I said you’re likely having a ton of meetings? Now, let’s take a step back and talk about discovery. Why is it so important? Simply put, discovery is everything. If you can’t spot a match between the customer’s problem and your solution, there’s no sale to be made!

I have this hunch that most companies selling to Education organisations might be underestimating the importance of discovery.

Here’s why I think so. I’ve seen the kind of pitches schools, MATs, Colleges, and Universities get from vendors. More often than not, these start with emails that are self-centred, or videos and voice messages that lack spark, or social posts that are just regurgitated their website’s content. And the methods they use to approach these organisations? Way too intrusive! Don’t even get me started on cold calling!

Unfortunately, many still cling to these old-school, interruptive techniques that add little value in building sales pipelines.

While this is more about marketing and warming up prospects, it gives you an idea of how they approach discovery too.

And guess what happens when companies do prospecting and discovery this way? Most of the pipeline either goes cold or ends up saying “no”, therefore landing in the ‘Closed/Lost’ category.

Find The Problem

It’s really important that you become a pro at spotting problems. When you’re meeting with a potential customer for the first time or trying to upsell or cross-sell to existing customers, you’ve got to steer clear of any habits that don’t bring value to the table.

The biggest no-no? Launching into a sales pitch right off the bat. Please, don’t share your screen to show off your product or start bragging about how fantastic it is. In fact, don’t even mention your product. And definitely don’t make it all about you. The focus should be on them.

So, what should you do instead? Ask questions. But not just any random questions. You need to ask the right questions that will help you figure out if they have a problem that your product or service can solve.

You might be wondering why not just tell them straight up what problem your product solves and ask if they have that problem. Well, you could do that. But trust me, you’d lose out on so many opportunities to make a sale and genuinely help your customers. Often, they might not even realise they have a problem!

Take this scenario for instance: A person goes to a doctor complaining of a headache. The doctor hands over some painkillers without asking any probing questions. The person takes the pills, the headache disappears but returns the next day. This cycle continues because the root cause of the headache hasn’t been found.

Now, imagine if the person visits another doctor who starts asking lots of questions. And then based on the patient’s answers, they ask more questions. What’s happening here? The doctor is diagnosing the problem, something that can only be done by asking questions.

Actually, in the case of doctors, they might use MRIs and CAT scans to get answers, but luckily for us in sales and customer success, our tool is simply asking the right questions.

The bottom line is, that asking questions helps you identify the problem. And that’s your main goal. So let’s talk about the kind of questions you should be preparing.

Questions To Ask

I’ve just finished writing this part of the blog and realised it’s actually long enough to stand alone as its own post. So, I’ve spun it off into a separate document for you.

Feel free to download it and use it as a blueprint to plan your meetings. It comes packed with four handy tips for:

  • Understanding Their Organisation
  • Finding The Problem
  • Checking Their Emotions
  • Ending The Meeting & Booking The Next

This guide will provide you with sample questions and show you how to structure your meeting to dig up the real problem and set up a follow-up meeting. It’s all yours to use, enjoy!

Get Your Free Guide

Download the free guide here.

Don’t Read From Your Script

Alright, so you’ve got your questions ready. Now, the trick is to naturally integrate these questions into your conversation. Please, don’t just read them off a Word document, Google Doc, or notebook. You want this chat to be smooth and effortless. If they catch on that you’re reading from a script, they might think you’re just setting them up for a sales pitch.

And by now, we know that’s not what we’re aiming for. There’s no sales pitch in this meeting. You’re just trying to figure out if they have a problem you can solve.

Keep in mind, that our social selling method leads to a ton of meetings filling up your calendar. So, use the points in this blog and resist the urge to sell during this first meeting. It’s all about identifying a potential problem. The actual selling part comes later!

Don’t worry if you don’t get the hang of these probing questions right away. You might need a few post-it notes on your monitor for help initially. But trust me, with a solid method and all the meetings you’ll be having, you’ll get enough practice. Before you know it, your conversations will be flowing more naturally and those post-it notes can come down.

Remember, practice isn’t about perfection, it’s about progress.

Need Help (For Free)?

This technique might seem a bit tricky at first. To be frank, we’re actually thinking about creating a training and coaching program to help folks like you master this approach and become a true Problem-Finding guru!

In the meantime, don’t hesitate to message me on LinkedIn or X/Twitter if you need a hand with this. We can set up a free call to discuss your current product, and I can help you craft questions that will supercharge your upcoming sales calls.

Trust me, this will be incredibly beneficial for you.

Plus, once we roll out our course, you’ll get free complimentary access!

Sounds like a win-win, doesn’t it?

Social Selling Training & Coaching

Do you need more meetings with prospects and customers? Are you frustrated with the lack of sales leads and customer meetings?

Learn how to get between 5 and 20 extra meetings, per week, per person.