Here are some ideas on how to get the most out of your meeting:


Make a good first impression
Make sure you have everything you need with you for the meeting - and dress appropriately for the occasion: professional and business-like. Arrive a little early, but not too early.
Start the meeting with a smile and a handshake and remember that if you feel enthusiastic, your customer is more likely to be enthusiastic too.
Try to look strong and authoritative - but not intimidating - by carefully choosing your using words and body language, which convey strength and authority without intimidation. Speak confidently, sit up straight and smile whenever it feels appropriate.

Try to develop a rapport with your customer
Align yourself to your client's interests and needs. Remember that the person you are meeting is likely to be busy. Let them know that you're aware of this by focusing on the benefits you can offer them.

How will they react?
Think about any objections or questions your customer might have - and be sure to prepare a list of answers. If they ask an unexpected question, all is not lost - just promise to get them an answer as soon as possible.

Decide on your offer - and how far you can go
Be sure to decide on your first offer. The key is to be flexible, but to also decide on your bottom line - the point beyond which it's not profitable to continue.

Don't interrupt your customer when they're making their proposal. If the proposal is unacceptable, don't reject it straight away - negotiate.

With each concession, make sure the other side gives you something back. Emphasise the common ground and look for signs your client is ready to buy. If you have to calculate a financial deal during the meeting, take a calculator. Practise working out different deals, so that you know what's on offer.

Remember - you don't always have to reduce the price to make the sale. What about adding in extra services, such as extra technical support or an extended warranty? Or perhaps your customer will be willing to pay a higher price if you can guarantee speedy delivery.

Listen to your customer - and ask questions
Take notes when your customer makes important points - and show you understand their point of view. Before you answer their points, try to summaries that they've said, to make sure you understand each other.
Find out what your client needs by asking open ended questions. For example, ask "what's the most important thing in this deal?" rather than "is price important to you?".

As the meeting goes on, use closed questions to seal the deal - like "would you agree this offer meets your needs?".

If possible, write up an agreement during the meeting. If not, put it in writing as soon as possible.

Ending the meeting
No matter how the meeting ends, it's never a failure. Make sure you end the meeting politely and formally - with a handshake and an agreement on what actions you will take.


Source : http://www.bgateway.com/bg-home/bg-sales-and-marketing-planning-and-action/bg-sales-action/bg-how-to-sell-face-to-face.htm

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