Meeting Steps:	Meeting Action Plan
Planning	Given this person’s behavioral tendencies, what are some things that you must make sure you do and avoid doing?
Opening	How much and what kind of interaction is most appropriate to use with this person?
Interviewing	What questions will you ask to confirm their personal and organizational needs?
Presenting	How will you position your product, subject, or service to fit this person’s behavioral style?
Responding to Concerns	What are some likely concerns (e.g., objections, fears) this person may have and how can you proactively reduce them?
Gaining Commitment	What approach is likely to be most effective to reach a solution or gain a commitment from this person?
Servicing and Follow-up	Given this person’s style, what servicing and follow-up expectations is he or she likely to have and how can you effectively respond?