From Pitch to Profit

CHAPTER 6STEP TWO: THE FIRST SALES MEETING

This chapter's a biggie — and for good reason. So grab your beverage of choice, your highlighter and post-it-notes, and get ready for the most impactful part of the system!

This is the chapter you'll want to read several times, and that's for a few reasons. First, there are many individual components to learn. Second, this is like learning a new language — you can't just listen to one lesson, you need to review and practice the language repeatedly. And third, this has the biggest impact on whether your prospect views you as a ‘nice to have’, or a ‘must-have’.

While other important steps come after this one, your first sales meeting is critical in building your relationship with your prospect, finding out more about their needs and making tailored recommendations based on these needs.

This chapter takes you through all these components of your first sales meeting and more, with lots of tips and insights along the way. But first, let's start with the basics … 

Basics of first sales meetings

The basics I've included here are non-negotiable. They also may seem a little obvious, but I've seen so many people get them wrong — and lose prospects. So treat them as gospel. Further to this, if you want to increase your conversion ratio and have the ability to increase your prices, then the first meeting steps aren't simply ‘tips and tricks’ to add in or adapt as you see fit. They are to be conducted as the process recommends.

First sales meetings ...