it must be focused on providing solutions to their problems.
When you make an appointment to see a client -- whether it is your first or your fiftieth -- you are effectively calling a meeting for that customer. For the meeting to run well, you need to take the initiative, while at the same time acknowledging that the meeting belongs to the customer -- it must be focused on providing solutions to their problems.
Surprisingly, two-thirds of all sales calls are made to people who do not make or implement decisions. Salespeople are often reluctant to ask a prospect whether they are speaking to the person who is responsible for calling the shots for fear of sounding disrespectful. The following preamble can help you check if you’re talking to the right person: “I visit many organizations like yours and everyone has their own way of making decisions. To ensure that I don’t waste anyone’s time or leave someone out of the loop, would you please share with me how the process works here?”
ACTION POINT: Make sure you are “selling” to the decision makers.
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