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How To Run Your First Meeting With A Prospect
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So your goal in this first meeting is simply to do three things well: “Understand what their high-priority problem is (and whether your solution is a good fit)” Show enough of your product so they believe you may be able to solve this problem
As counterintuitive as it sounds, the goal of your first meeting is not to sell your solution. “At any point in a sales cycle, it’s important to understand what the prospect needs to believe to move to the next stage in their buying cycle.” In the first meeting, what they probably need to believe is that you may be able to solve a problem that is high priority for them, and that you seem a credible person and company to talk further with about solving this problem.
At any point in a sales cycle, it’s important to understand what the prospect needs to believe to move to the next stage in their buying cycle. “In the first meeting, what they probably need to believe is that you may be able to solve a problem that is high priority for them, and that you seem a credible person and company to talk further with about solving this problem.” So your goal in this first meeting is simply to do three things well:
The goal of your first meeting with a prospect “As counterintuitive as it sounds, the goal of your first meeting is not to sell your solution.” At any point in a sales cycle, it’s important to understand what the prospect needs to believe to move to the next stage in their buying cycle.
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