Earning that first appointment with a big prospect can be difficult. But you persevered. You were smart enough, creative enough, prepared enough, and persistent enough to nail it. He said yes. The date, time, and location are on your calendar and his. Getting this appointment was especially sweet because the guy has a reputation of being tough and demanding.
If you think the most difficult phase of the selling cycle is now behind you, I have some bad news. Now you need to measure up—to your claims and his expectations. I can’t tell you how often I see salespeople work hard and smart to get the meeting and then saunter in to his office, largely unprepared.
You “sold” the appointment. Now you need to deliver. Here are six things you can do to ensure that your first meeting with that big prospect goes well. There are no second chances with prospects like this.
