Most people think online sales meetings only last for an hour or so. They join at the beginning, and an hour later it’s over.
However, these are usually the people that attend meetings, not the ones who plan them.
Great salespeople know that much more is involved in making meetings successful: they are actually a series of carefully orchestrated events over the course of a sale.
At any given time you are scheduling, planning, meeting, getting agreement on the next meeting, or following up - then repeating over and over until a sale is closed.
First Get the Meeting on Their Schedule
Find a meeting time that works for everyone. If a decision maker (of any kind) cannot attend, try not to have the meeting. If there is an influencer that wants to meet without a decision maker, you’ll need to consider that you will likely have to meet again. This person may not convey information correctly to their colleague, and/or they may not have even told them about your product or service yet.
Your time is just as valuable as your prospect’s. If you must meet without the proper people, make sure to get their email addresses. Be candid with the rest of the team that you will be following up with notes and action items to everyone, including those who could not attend.