CHAPTER 10
Mentally Preparing for the Face-to-Face Sales Call
To me, the initial face-to-face call with a target prospect is the pinnacle of what we do as sales professionals. Securing this meeting is the focus of all our hard work up to this point. Sure, there can be a ton of work following that first meeting, and it might be months or even years until a deal is consummated, depending on the sales cycle. Some people will argue the boardroom presentation is our finest moment, while others believe that the formal proposal is the summit of the sales effort. My experience shows that business is won earlier in the process by those who get in front of declared target accounts and set the tone for the relationship during sales calls.
It’s Your Call; ...
Get New Sales. Simplified. now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
