What is the primary function of the Meet Step?

The primary function of the Meet Step is to establish trust to initiate face-to-face sales. This phase is essential in building rapport between the salesperson and the potential customer, as trust is a foundational element in any sales process. By establishing trust during the Meet Step, the salesperson creates a conducive environment for open communication, encouraging the customer to feel comfortable and more receptive to the sales dialogue that follows. This step often involves personal interaction and understanding the customer's needs, which are crucial for a successful sales relationship.

In contrast, creating urgency in the conversation is more aligned with other stages in the sales process where the urgency to act might be necessary to close a deal. Conducting detailed product demonstrations typically happens later in the sales process when the customer has already shown interest and trust has been established. Controlling discussion dynamics may be relevant throughout the sales interaction but isn't the primary focus of the Meet Step, which is specifically about laying the groundwork of trust.