Inline Plastics Playbook v2 JUL-21

You got the meeting – Now what?

2. At the start of the meeting – Set the stage • “Can I share my goals for this meeting?” • “Do you have any additional goals for this meeting?”

1. Before the meeting ask yourself 2 key questions: • What is the purpose of the meeting? Have a WRITTEN PLAN

• What is your goal for the meeting? • What is their goal for the meeting? • What are everyone’s roles for the meeting?

3. During the meeting – Ask Questions and Listen • Ask questions about 2-3 key topics • When they talk – LISTEN! And take notes

• Who am I about to deal with?

• More assertive? Less Assertive? • More about Facts or Emotions? • What are their motivations?

• Even if you already know the answer/Even if you have heard the issue 100 times • It is the first time they are expressing concerns to you – Listen and take notes! • Empathy! (Flowers) • Cheerleading (Pom Poms) • Write it down! How do you feel when a waiter or waitress doesn’t write down your order? Do you feel impressed or anxious? • Once they have gone through their key issues/concerns, recap • “What I heard you say is X” – “Did I understand you correctly?” • “Here is how our product/service/system/process addresses that challenge” 4. In closing • Summarize agreed upon next steps and timelines for all parties • If you don’t – You start over next time!

S A L E S P L AY B O O K

5. After the meeting • Send email with meeting notes summarizing next steps and timeline within 24 hours of the meeting • If you don’t – You start over next time! Make sure you execute on all your deliverables! • Send personal handwritten Thank You card immediately following the meeting • Money Bag Lessons (see next page) • Individual recap emails • Handwritten note • Photo cards • Small gift or article • Make sure you provide updates in Salesforce!

CONFIDENTIAL INFORMATION – For Internal Use Only

Recap: • Your goals • Their goals • 2-3 items • Mouth shut/Ears Open • Empathy • Requote the issues • Solve problems • Win