From the course: Persuasive Selling
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Know your goals for the first meeting are
From the course: Persuasive Selling
Know your goals for the first meeting are
- Congratulations, you've got the green light to have a meeting with the 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 met with the perspective 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.…
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