What insights you need to close the deal?
Do sales call prep document help? If yes, what to consider?
1. Understand changing market conditions
2. Understand clients perspective
3. Cheaper ain't always better
4. Understand current and prospective competitors like it's your own baby
the list goes on....
you have 1 mouth and 2 ears, use them proportionally in any prospect/client meetings. This is a broad subject - too broad to cover here, but the general approach should be to learn as much as possible about the company, the individuals, their process, their needs (do as much as possible prior to the meeting). That means asking a lot of open ended questions and listening and taking notes and confirming that your understanding is accurate. Then and only then should you be presenting potential solutions TO THEIR NEEDS. As you are presenting solutions you should be constantly eliciting feedback to measure their understanding and acceptance of your solution. That a high-level flyby of 2/200 bullet points for sales meeting prep.