Remember how hard you worked to get that meeting with a prospect who doesn’t grant all that many meetings? Will you work just as hard to ensure it’s a successful meeting?

1. You think he gives second chances?
How to ensure
the first meeting goes well.

2. Remember how
hard you worked to
get that meeting
with a prospect
who doesn’t grant
all that many
meetings? Will you work just
as hard to ensure
it’s a successful
meeting?

3. You wouldn’t
believe how many
people go into a
meeting with him—
yes, him!—without
the right prep.
They act like
good prospects
grow on trees.

4. Here are six ways
to prepare.
Prep means
preparing him,
not just yourself.

5. Know exactly
why this prospect
granted this
appointment at
this time.
If it’s not perfectly
clear, ask:
“You’re a busy
guy. You don’t
agree to meet with
every salesperson
who comes along.
Why did you
agree to see me?”

6. Make sure you
have enough
time on his
calendar to
accomplish the
goals you have
for this first
meeting.
That requires
knowing exactly
what your goals
are.
Earn trust?
Present
capabilities?
Define needs?

7. Ask in advance
what the
prospect’s
expectations are
for this meeting.
He’ll be blown
away that you
asked.
And you’ll conduct
a meeting that’s
more likely to
delight him.
Yes, he can be
delighted.

8. Send an agenda
in advance.
Be sure it
includes his
expectations.
Run the meeting
according to your
agenda—unless
he wants to depart
from that agenda.

9. Do your
homework.
Prepare
questions that
are pertinent,
timely and
diagnostic.
Good questions
earn confidence
and trust.
Weak questions
make you look…

10. Start the meeting
by reviewing the
agenda and
asking if the
prospect would
like to add or
change anything.
You’d be
surprised what
might have
changed since
back when you
set the meeting.

11. Yes, this guy
smiles.
If you prepare
this way, you’ll
have him smiling.

12. For more uncommon
common sense about
B2B sales, download
Chapter One of Close
Like the Pros.