Recording - Preparing for First Meetings: How to Stand Out - Fa20

Presenter: Ned Miller, Third Act Consulting and Joe Micallef, Grow Up Sales

What is the best way to prepare for the initial call on a business prospect?  In this webinar you’ll receive practical information on how to plan for an effective first meeting, one that’s going to help you build momentum and secure a second meeting, whether it’s in person or virtual.

Topics covered include:

• The mistakes that bankers can’t afford to make in preparing for a prospect call
• Considerations for virtual calls on prospects
• Establishing objectives
• Thinking through your value proposition
• Tools you can use to learn more about the prospect’s industry
• Why you need to leverage LinkedIn in researching your prospect
• How to develop questions to uncover your prospect's needs
• The benefits of joint calling
• Strategizing about where you want to end the first call

Target Audience: Commercial and Business Bankers, Branch Managers, specialists in areas like Treasury Management and Wealth Management who are calling on businesses and professionals and their Sales Managers