We’ve all seen the frumpy sales guy come into a meeting fumbling through his stuff. His pen doesn’t work, he’s scattered, and his breath stinks. Don’t be that guy.
You want to be the guy who walks into a meeting cool and calm. You know your stuff and you’ve got the right stuff.
Here’s what you’ll need:
A Mobile Device
A mobile device is a must. Have it charged and ready to access your calendar, email, and a speech-activated CRM. But keep it in your pocket until it’s relevant. Turn all notifications off and resist the temptation to check it haphazardly.
Only pull it out when you need to send your contact information to the person you’re meeting or look at your calendar.
A Swiss Army-Style USB Charging Knife
Keep a swiss army-style charger in your pocket. You probably won’t need it since your phone is already charged, but someone else in your meeting might.
Digging for a charger is a sign of inferiority. Sure, people have legit excuses about why their phone isn’t charged, but it makes them look bad. Pulling out the cool charging knife shows you are one step ahead of the world. If someone’s phone dies, just toss them this tool and move on.
Five Sugarless Breath Mints
With breath mints on hand, you keep your fresh breath AND you have a literal exit strategy in your pocket. If the meeting is going long, keep listening intently while you pull out a breath mint, pop it, and lean back in your chair. They’ll take the hint and start wrapping up.
Pro Tip 1: Take mints out of the package so they don’t rattle. Either put them in a plastic bag or an immaculately folded napkin.
Pro Tip 2: Only buy sugarless mints — sugar causes bad breath so you’ll end up with worse breath than you had before.
Sales meetings aren’t the place for your Mont Blanc, but you will need two functional pens. You don’t want your pen to distract anyone from the conversation. You want them to focus on you.
And if one runs out of ink, you have another.
Two Sheets of Folded Copier Paper
Take these two sheets of paper, and fold them into a square. Leave them in your jacket pocket — don’t just set them on the table. When you need to take a note, pull them out and write down what you need. Do not unfold them unless you’re just refolding to get a clean space. After you jot down your note, put them back.
Why plain paper? Sheets of paper are easier to deal with later. If you write your notes in a journal, you may just tuck it away and forget about them. But if you have loose paper, you’ll read it right away and do what’s needed.
Plus, journals and legal pads make you look like a secretary — you’re not. Don’t try to take minutes on the meeting. If you’re only writing down selective notes, it’ll highlight what you’re paying attention to. And it’ll make the things you write down seem more important.
If you need a tissue during the meeting you don’t want to pull out a bulky tissue packet, but you also need enough for yourself and to offer to someone if they need it. I always put tissues in my back left pocket with nothing else. Then, when I pull them out, nothing else comes with it.
And don’t use a handkerchief — they’re outdated and kind of gross.
Five Business Cards
Don’t hand your business cards out like candy. These are a last resort — only hand out a card if someone directly asks for it.
Your first choice should be an email. (Pro Tip: Have a My Contact Info email queued up on your phone ready to send when the need arises.)
Try to avoid participating in the business card exchange at the beginning of a meeting. When everyone starts passing around their cards, pull out your mobile and email or text them directly. I typically say, “I have cards if you need them, but I’m sending you my info now so you don’t have to type it in later.”
You don’t want people looking at your card — you want them looking at you.
A Sport Coat or Suit Jacket
The sport coat is a pro’s briefcase. Use the inside pockets only (never the outside) to store your essentials. I put my paper and pens in the left breast pocket and my phone and mints in the right. Everything is always in the same place so I never have to search for what I need.
Edge Dressing on Your Shoes
Keep your dress shoes looking brand new with edge dressing. If you can’t take care of your shoes, how will you take care of your customers?
Taking meticulous care of your shoes makes you look intentional. If you pay attention to details like this, your clients will know they’re in good hands.
A Nice Wallet
If your wallet comes out of your pocket, it should look like the nicest thing you own. In a sales meeting, a high-powered wallet with no money is worth infinitely more than a beat-up wallet with $700 inside.
(A Few) Keys
Of course, you need your car keys to get home. You don’t want to be the guy waiting on AAA in the parking lot as everyone else leaves. However, bring the smallest number of keys possible, make sure they don’t jingle in your pocket, and never pull them out in a meeting.
You can also use your keys as an exit signal. If the “walk you out” lobby chat starts to drag, grab your keys. The other person will get the picture without you being rude.
Leave Your Bag Behind
Notice we didn’t recommend a bag. Bags intimidate people and create an unnecessary barrier. If you can, avoid bringing one. The only time you may need a bag is if you’re doing a presentation with your computer.
Otherwise, you don’t need your laptop. You don’t need one for a calendar. You don’t need it to take notes. If you have documents to share, think about printing them out. You can carry hand-outs in a folder.
Your gear should support your killer sales strategy — not detract from it. And with these essentials on hand, you’ll be ready for each and every meeting.