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

Course Length
60 mins

Ned Miller



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

This 60-minute program will be presented live on: October 19, 1:30-2:30 p.m. Central Time
Recording available through: January 19, 2021
Price: $225


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

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