Meeting prep for successful salespeople
While riding to a sales call, I asked the young salesman, “What’s the goal for this meeting?” Meet with the guy! “What’s your agenda?” Talk about the job! “Why should he hire you?” Because he likes us! “OK, but what objections might he have to hiring you?” What do you mean—objections? “If he has objections, what’s your negotiation strategy?” What... read more
