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"Without ever meeting the contact, you are already someone perceived as providing valuable information, familiar with the issues of the prospect's industry, and in-tune with important events taking place within their business. Now the prospect is more likely to take your call. These are great steps to earn that first meeting. During the meeting, have a few good open-ended questions prepared in advance, listen intently and take notes. Don't sell. That will come after you have processed what you have learned about the prospect, and determined if you can provide something to improve their current state. That may take several meetings. Until then, don't sell. You are on your way."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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