Prepare for any Sales Meeting with these 12 Questions

NCMA

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by RYAN CORCORAN  

Booking a meeting with a prospect is a sweet victory, but don’t celebrate yet. Increase your chances of winning the business by knowing the who, when, where, what, and why before walking into any sales meeting.

Every morning I open my inbox and see more articles about how to write better emails, get a prospect’s attention with a subject line, or a list of “hacks” to improve sales. This information is sometimes relevant and helpful, but at the end of the day, it comes down to one question: “Did I close the deal?”

The Who

The Who

It’s time to think beyond the name and title of prospects and dig into their personality. You have exchanged emails with your prospect and/or spoken with them over the phone. These conversations set the groundwork for making a real connection. A meeting is just a more intimate continuation of this ongoing…

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