Google Them
Discover something about the person you are meeting with. Google them, talk to their colleagues, or call others in the industry who have insights.
Define The Purpose
Define the exact purpose of this call. What are the goals for this interaction?
Identify The Benefits
Identify the benefits of your meeting. The benefits need to be clear, concise, credible and compelling!
Prepare to Add Value
Prepare ideas that hold value for your customer. Your language needs to reflect a focus on solutions…not on your latest product!
Establish Your Expertise
Plan questions that establish your expertise and get them netherlands telegram data to think in new ways. The more thought provoking your questions are, the more your prospective buyers will respect and remember you!
Communicate an outline of your meeting prior to the appointment. Ask them to review and provide you with feedback. Getting their buy-in before you walk in the door is critical, and it demonstrates your commitment to delivering value.
Reduce Resistance and Reluctance
Identify the resistance that you are most likely to encounter and prepare ideas, case studies, testimonials or expert opinions to help reduce their reluctance to move forward.
Plan The End of Your Call
Plan how you will end the meeting or call and decide what agreements you need to ask for.
Be Kind, Build Trust
Remind yourself to be warm, friendly and courteous to everyone that you encounter. Your prospects are constantly deciding how much they like you, how much they believe you, how much they trust you and how much confidence they have in you.