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Thoughtful Thursdays – Can’t get that meeting?

Today’s sales thought is about getting the meeting with your prospect, a subject that often comes up during my conversations with clients.

In all cases, be mindful that most people are busy. They also take vacation and have personal responsibilities to address. Be patient and persistent. If you have a product or service to offer that has value to your prospect, it will only be a matter of time before you get that appointment.

Meetings with upper level management are often arranged by referral or recommendation by an influencer in the company.

Be sure that you are not stepping around anyone who should be part of the conversation. There are business protocols that must to be respected.

It is beneficial to know how your prospect operates before trying to go to the top. It might take more than one meeting before you determine who you really need to speak with.

Be patient and avoid taking short cuts. What you believe is a faster way may result in a much longer sales cycle.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.


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