This is part four of a seven-part series. In this article, we discuss how to make the most of your appointment.
Hopefully, by the time you set the in-person appointment, you already have a great idea about what your client is looking for. With the complex sale, however, just connecting with one contact doesn't mean you're ready to present your proposal. An in-depth needs assessment is the purpose of this stage of the sales cycle. If you read the previous article about Qualifying Prospects, you know that you're talking to a qualified company. You have asked about their key concerns, have identified how your company can address those concerns, created a system for managing the relationship with the company, and are crystal clear about which concerns you cannot address. Now that the prospect is qualified, how do you make the most of the appointment?
Keeping the world connected through issues that impact urban and regional policy and development.
