Which of the following is a good sales outcome for introductory appointments?
I know a ton of salespeople that would put the first outcome in the success category. You got a pipeline opportunity, right? A proposal? WRONG! You got a brushoff, a more sophisticated variation of saying "send me a datasheet." He was just letting you down easy. What he really said was, "Here's enough hope to keep you busy for a week or two and then you can go away." You may have pitched them, but did they hear anything? Was any of it relevant or bring value to them? The second scenario is far more successful. The next stage in the sales cycle has started. She shared her real issues with you. You shared some value. She wants to continue the conversation. That's how prospects buy today. Make the goal of introductory appointments threefold:
It's all about the second meeting.
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