Have you thoroughly planned your moves before your next client meeting? You must! It is critical that YOU know why you are having the meeting and can anticipate what is important to your client. What are you trying to accomplish? With a solid client plan you can be flexible but also focused and clever enough to relationally steer the call.
Focus the Client and the Call
This focused attention brings you control and an organic level of concern and empathy felt by your client. Clients know when you are on your “A” game and when you are not.
It’s also essential to pre-determine the questions and objections you’ll inevitably face. List these issues, then answer them in the prioritized order you believe they will be asked in. Whether these questions arise or not it’s a great game to play to ready yourself for the client meeting.