Meetings are a critical part of sales. Let’s begin with a fundamental principle: every meeting, regardless of which stage of the sales process you’re in, should follow consistent preparation steps. Early-stage meetings might focus on capturing attention, while later meetings could be geared toward finalizing a deal. Our eight-step process clarifies exactly where you are and indicates your next move. The primary goal of any sales meeting is straightforward: advance the sale. Only schedule a meeting if you can achieve meaningful progress. Know your desired outcome, document it, and tailor your preparation accordingly. Depending on the situation, that preparation might take just a few minutes—or potentially stretch into weeks.