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Successful Selling for Small Business: What It Takes and How to Do It by Jackie Wade

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Chapter 6. Sales Meeting Success – Getting Results

The Top 12 Sales Meeting Mistakes

  1. Not being prepared
  2. Too much or too little rapport building
  3. Too much talking and not enough listening
  4. Generic information dump versus specific solution match
  5. Not involving prospect – it’s about them and their pain, not about you
  6. Not clarifying the decision making group – the MAIN Players
  7. Not clarifying the budget and timescales
  8. Missing buying signals
  9. Not picking up on objections
  10. Not removing barriers to the sale
  11. Not closing tightly or not closing at all
  12. Poor follow up or loss of control

Arising from your success at connecting, you have now secured that highly prized outcome: your first meeting. Remember you are only likely to have one shot at ...

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