IF you’re confident your meeting is with a buyer, here’s a suggested sequence to organize a first encounter around meeting your maximum objective: agreement to consider a proposal and discuss it in the next few days.
▪ Opening. Niceties, greetings, etc.
▪ Intention (why are we here?). Objectives, agenda, timing, etc.
▪ Rapport building. Their time in position, where from, view of the industry, etc.
▪ Structured conversation. Listen for key issues you can help with, move to focus on them.
▪ Value. Provide ideas and provocation around “what” (not “how”).
▪ Pivot point. Suggest your help with priority concern(s) and offer a proposal.
• Disengage. Agree to next time, date, and action.
You’ll find that you may have opportunities to “jump ahead” in the sequence, but don’t get fooled by “What can you do for us?” or “We need a strategic retreat.” And if you find the buyer agreeing very rapidly and offering no objections, then the odds are you’re simply being softly ushered out.
© Alan Weiss 2014Print This Post