What is your goal in this meeting? First and foremost, it should be to build rapport and establish expertise. It should not be to ask for anything other than the okay for another meeting. Learn how liking, reciprocation, and authority affect this stage.
- Congratulations, you've got the green light…to have the meeting with a prospect, now what?…Time is money, so make the meeting valuable…for both parties.…To get the most out of the initial meeting…requires preparation and goal setting.…Stephen Covey coined the phrase,…"Begin with the end in mind."…To put Covey's advice into action,…imagine you've met with the prospective customer…and you're leaving their office.…You feel fantastic because the meeting went better…than you could've imagined.…What would have had to happen for you to feel…it was a complete success?…That's what you want to aim for.…
No matter what your business is,…there should be two goals you have,…to build rapport and establish expertise.…Building rapport starts with liking.…It's easier for people to say yes to those…they know and like.…If you don't already have a relationship with the prospect,…you want to establish this as quickly as possible.…A couple of ways that you can do this…are by connecting on what you have in common…and looking for ways to give genuine compliments.…
Lynda.com is a PMI Registered Education Provider. This course qualifies for professional development units (PDUs). To view the activity and PDU details for this course, click here.
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- Reaching out to prospects
- Developing a rapport with customers
- Making a good first impression
- Giving a successful presentation
- Providing the correct amount of options
- Handling objections
- Understanding the value equation
- Closing the sale
- Asking for referrals