Is it time to refresh your selling approach to clients and customers? Plan to optimize your process prior to your next meeting.
1. Not being prepared.
You did not answer my “unasked questions” within the first two minutes of our meeting:
- why are you here (purpose)?
- what is going to happen in our meeting (process)?
- what’s in it for me (payoff)?
- how long is this meeting going to take (validate time expectations/constraints)?