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Questions That Sell by Paul Cherry

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The First Meeting

You want to make a great first impression, so what should you do in the first few minutes of the meeting? Do you jump right into questioning if the prospect knows little if anything about you? How do you provide some background on your company without falling into the trap of doing a sales pitch? These are important questions.

When it comes to building rapport with a prospect, you want to build credibility quickly and set the stage. Otherwise the prospect may ask himself, “Why am I wasting my time with you?” Below is a two-step process to get the meeting going so you can easily transition to the questioning stage and get the prospect to open up:

  1. Introductions and pleasantries

  2. Purpose of your meeting

Step two is when you give ...

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