There are a few things you must do to prepare for your first face-to-face meeting: • Make a list of what you want to accomplish during the meeting; • Anticipate potential concerns from the client; • Check to ensure you are completely prepared; • Listen more than you talk; • Bring support staff with you; • Use and respect the client’s format; • Always follow through; • Ask for what you need and seal the deal; • Simplify your prospect’s life; • Find ways to boost your credibility; • Build and nurture relationships; • Learn from “no”. Find out what

The previous post dealt with making first contact with your prospective big fish and how to make a positive first impression. Today we’re going to cover feeling out the personality of your prospective big fish in order to match the right salesperson to the fish. You need to do this in two steps: 1. Profile your salespeople’s personalities; 2. Match the right salesperson to your target fish. There are essentially three different selling personalities: • Sage • Pal • Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease.