Mr Prospect, The objective of this face-to-face meeting is to show you exactly what you can do to get from (Challenge) to (Outcome) which will enable you to improve (service/product).

Using the information from the telephone discussion … We’ll be able to map out exactly what you can get, not only (whatever outcome, solution, benefit they are looking for), but we’ll also show you what additional ideas you can add to (business/department) to cost effectively (XXX).

You’ll get a full briefing of what these ideas are and how they could work for you as well as an indication of how they could improve (_________) in your business.

Getting to the point where you can see exactly what should be done in your business would be immensely valuable wouldn’t it? (Must get positive response).

Mr Prospect, provided you and (name who ever is conducting the meeting) like what is being delivered to you at this stage and you believe we/I can help you to (outcome, benefit, solution) in your business … Then and only then will we/I make a recommendation to you and subsequently put the steps in place to meet your objectives, your budgets and needs of your business. We/I will outline all these in my proposal to you. I’d like to add at this point … our fees would always be in alignment with your budget therefore making sure that this will be a comfortable investment for you.

We/I’ll then invite you to look at how (widget company) can help you into those opportunities so you’ll get … (whatever outcome, solution, benefit they’re looking for). That does sound’s fair doesn’t it?

Here us a great additional Closing Questions you can ask a prospective customer when doing a telemarketing presentation over the phone.

“Excellent, the next step is to arrange a time to meet.

(Name), just before we fix a time, can I just confirm a couple of details to make sure that you are in a position to take immediate advantage of the opportunities we find for you when we meet?

Providing you like the (whatever outcome, benefit, solution they want), and let’s assume that you want to take it further … is there anything that is likely to prevent you from beginning immediately? Such as upcoming projects, staff changes, annual leave, mergers etc?

So would you be in a position to go ahead straight away if that’s what you want to do?

It’s been in our experience that if anyone other than yourself contributes to the decision making process that they are also included in the discussion … This is simply to ensure the time spent, is the most effective use of both our time. Who else should be involved in the decision making process?