Oh, Those Sweet But Useless One-Legger Sales Meetings… And How To Avoid Them

Have you ever come across the situation when you and the buyer set up the appointment to meet all the key people for a potential engagement, but when you show up, some of the people, usually the real key people, are missing?

In sales jargon, this situation is called the one-legger, or the one-legged sales meeting.

It originates from the B2C world where sellers are supposed to meet both spouses (two sets of legs) to make sure buyers can make decisions by the end of the meetings and buy what sellers sell.

In the B2C arena it's common practice that both spouses of B2C buyers agree to meet sellers, but then something very urgent comes up for one of the spouses, sellers end up meeting with only one half of the decision-making unit.

And since sellers are already there at the meeting, they meet one spouse and hope.

And usually nothing happens.

Actually something pretty bad does happen.

And this is what we discuss in this month's brain-fryingly exciting episode of Commando Consulting, entitled, Oh, Those Sweet But Useless One-Legger Sales Meetings... And How To Avoid Them.

Enjoy!