Many have misconceptions on how exactly to “win a sale”. You have a qualified prospect, you’re sitting in front of them, and for some reason you walk away from the meeting without a check in hand (or even without the promise of a check at a later time). Here are a few quick steps to getting more than a, “we’ll be in touch,” when you walk out the door.
1. Keep the “me” talk short!
Contrary to what you may believe, you’re not there to talk about yourself, your company, your products or your services. I know it’s outrageous isn’t it? Truthfully, you’re there to talk about their needs. They invited you in, because they have a need and the best thing you can do is give them ample opportunity to express that need to you. People are always more comfortable talking about themselves. So get them started. Give a short introduction to your services and products and then let them blabber.
