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.
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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