You think he gives second chances?

How to ensurethe first meeting goes well.

Remember how hard you worked to get that meeting with a prospect who doesn’t grant all that many meetings? Will you work just

as hard to ensure it’s a successful meeting?

You wouldn’t believe how many people go into a meeting with him—yes, him!—without the right prep.

They act like good prospects grow on trees.

Here are six ways to prepare.

Prep means preparing him, not just yourself.

Know exactly why this prospect granted this appointment at this time.

If it’s not perfectly clear, ask:

“You’re a busy guy. You don’t agree to meet with every salesperson who comes along. Why did you agree to see me?”

Make sure you have enough time on his calendar to accomplish the goals you have for this first meeting.

That requires knowing exactly what your goals are.

Earn trust?

Present capabilities?

Define needs?

Ask in advance what the prospect’s expectations are for this meeting.

He’ll be blown away that you asked.

And you’ll conduct a meeting that’s more likely to delight him.

Yes, he can be delighted.

Send an agenda in advance.

Be sure it includes his expectations.

Run the meeting according to your agenda—unless he wants to depart from that agenda.

Do your homework.

Prepare questions that are pertinent, timely and diagnostic.

Good questions earn confidence and trust.

Weak questions make you look…

Start the meeting by reviewing the agenda and asking if the prospect would like to add or change anything.

You’d be surprised what might have changed since back when you set the meeting.

Yes, this guy smiles.

If you prepare this way, you’ll have him smiling.

For more uncommon common sense about B2B sales, download Chapter One of Close Like the Pros.