A thorough preparation is essential when meeting with a prospect for the first time. Failing to do so often results in missed opportunities.
In order to be prepared for all eventualities, thereby enabling you to be creative and seize opportunities more frequently and more effectively, there are three important questions you should ask yourself.
1. What do you know about the person you're meeting with?
- character
- what drives him / her
This enables you to determine which buttons to press so as to engage effectively.
2. What do you know about the company / client?
- previous achievements
- challenges it's facing
- how it's competitors are doing
This enables you to better understand the client's desires and goals.
3. What are your objectives? You should have at least three.
A. Ultimate Result
B. Decent Result
C. Minimum Result
This enables you to be more focused and a lot more consistently successful.
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