Learn what you can about the individual and their business.
Your first meeting with a new prospect may have many purposes -- from simple introduction to a full-blown sales all. Whatever happens, stay calm and begin the process of understanding your potential customer’s needs. You should try not to present anything specific (although you should be prepared to present your company's credentials).
Learn what you can about the individual and their business. Look for, and reinforce, common ground. Are they familiar with your company? Is
there any relevant history between your organizations that could form a bond? Do you share interests or acquaintances in the industry?
ACTION POINT: Use the first call to start to understand your customer’s needs.
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