What do you remember from your vacation?
Likely not every single detail.
Instead, you remember that breathtaking sunset and the feeling of coming home to your own bed.
Nobel laureate Daniel Kahneman calls this the “Peak-End Rule.”
Kahneman argues that we judge an entire experience based on its highlight (“the peak”) and its conclusion (“the end”).
Our brains discard the mediocre and save the extraordinary moments.
The same applies to sales meetings.
So, how do you make your sales meeting both memorable and positive?
👉Focus on creating moments that stick Create a “peak.”
- The unexpected insight you offer your client.
- The “aha” moment that makes your client lean forward.
- The things your competitors aren’t saying.
👉End with a feeling How does your sales meeting end?
- With a boring summary?
- With a list of products and services?
- Or with a vivid vision of what you can achieve together?
The best sales meeting is when the customer also has an experience that sticks with them.
Numbers can convince.
But it’s the experience that sells.
Here you can read more about the importance of creating the right feeling for your customers.
