Modern-Day Sales and Marketing Blog

What will your next client be thinking when you arrive?

By Chris Peterson| Aug 21, 2015 8:50:00 AM | 0 Comments

anxiouslywaiting

If you think your prospect is anxiously awaiting your meeting, think again. The person you’re meeting later today probably wishes that you’d cancel because they have so many things they have to do, and meeting with a security salesperson is just getting in the way.  They’ll meet with you because they committed (or forgot that you’re coming), but their mind will not be focused on you or the value that you bring.  Unless…

If you anticipate your clients’ thoughts before your meeting and are prepared to transition their concentration from their current emergencies to you and the value that you bring, then you’ll enjoy a fun and prosperous sales career. How can you do this? 

All you have to do is anticipate and you’ll be pretty accurate.  Is your prospect a football fan? Did your prospect’s network just get hacked?  Is it the end of the quarter and you’re meeting with the CFO?  If you anticipate what is on their mind, you’ll be able to shift their mind to thinking about you and the value you bring to them.

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