The sales process · Sales closure
Fifteen minutes before the meeting decides most of what happens in it.
A meeting preparation checklist is the short, fixed routine a salesperson runs in the quarter of an hour before a sales meeting. It covers what you look up about the buyer, what you carry in, what you leave behind, and the one question you have decided in advance that you will ask.
In one paragraph
A meeting preparation checklist is the short, fixed routine a salesperson runs in the quarter of an hour before a sales meeting. It covers what you look up about the buyer, what you carry in, what you leave behind, and the one question you have decided in advance that you will ask.
The qualifying framework said yes, so somebody has decided this enquiry is worth a meeting. What usually happens next is nothing. The salesperson reads the buyer's website in the auto on the way there and improvises the rest.
Preparation is not research. Two hours of reading about a company you are visiting is avoidance dressed up as diligence. Fifteen minutes and a card in your pocket beats it, because the card forces a decision about what you want out of the meeting and the reading does not.
This one is firmly a keep-it-in-house job. There is no system to buy. There is a laminated card, a habit, and a manager who asks to see the card before the salesperson leaves the office. Every closing tactic that comes after this depends on the meeting having had a point.
Where this sits
Stage 8 of 10, sales closure. The meeting, the decision, and what you learn from the ones you win and the ones you lose.
- The stage before
- Proposal and follow-up
- The stage after
- After the order
If you want this done for you
New hires learn the job by listening in on other people's calls.
The work
What this step is actually like.
“What you look up”
What they actually sell and to whom, from their own product page rather than the about page. Who will be in the room, with job titles. Anything that changed in the last six months: a new unit, a new product, a tender they won, a notice on their gate. And, above all, whether anyone in your own firm has dealt with them before. Arriving as a stranger at a company your colleague quoted last year is a bad opening.
“What you carry in”
One folder or one deck, not three versions. The price sheet you are allowed to show. A blank page with your one question written at the top. A visiting card. And the sample, if one exists, because a part somebody can hold and weigh does more than a photograph of it ever will.
“The one question”
Decide before you walk in which question you could not have asked over email and whose answer would change your proposal. What happened when you tried this before. Who else has to approve it. What is it costing you every month to leave this as it is. One question, chosen in advance, asked while they still have patience.
“When two of you go”
Settle it in the car: who leads, who takes notes, who speaks about price. A technical colleague joining a sales meeting needs telling that they are there to answer questions, not to demonstrate everything the product can do. Two unbriefed people in a room will interrupt each other in front of the buyer, and the buyer notices.
What we do
What you end up with.
The artefacts this step produces, what each one is for, and how you know it is finished.
The card itself
One side of an index card, the same for every meeting: the people, the change, the history with us, the question, and the outcome we want.
Result: Preparation takes fifteen minutes because the prompts are fixed.
The leave-behind
One page with your name and number, what you discussed, and the agreed next step with its date. Written after the meeting, sent the same evening.
Result: The person who was not in the room can still read what happened.
The outcome line
One sentence, written before you go, saying what you want to be true when you leave. A site visit booked. The finance person met. A specification agreed.
Result: You can tell afterwards whether the meeting worked.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every monthly report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No lock-in, no guarantees we cannot keep
Three to six months at a time. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
The offer
Start with a free audit of how you sell.
It is useful on its own, whether or not you hire us.
What you receive
- A 90-minute call with the person who will do the work
- A written, scored report on the six places orders leak, within a few working days
- Every fix ranked by what it returns and what it costs
- The one thing to do first, and why
- An honest line on whether you need outside help at all
- If you do, the scope and the fee in writing
No invoice. No obligation. No sales script.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What should be on the card for a first meeting versus a follow-up?
Our salespeople say they do not have fifteen minutes.
Should the owner attend the first meeting?
How do we get the team to actually do this?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this step further.
The rest of sales closure
Or read the whole sales process in order.