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First, Let’s Agree This Partnership Will Work
From:
Summit Consulting Group, Inc. -- Alan Weiss, Ph.D. Summit Consulting Group, Inc. -- Alan Weiss, Ph.D.
For Immediate Release:
Dateline: East Greenwich , RI
Monday, July 01, 2019

 

First, Let’s Agree This Partnership Will Work

Don’t walk into a prospect meeting as though you have to “win” something. This should not be an adversarial relationship.

Walk in with the intent of agreeing on how the two of you can partner. (And when I say “two of you” I mean that no one else should be in that meeting.)

If you don’t reach agreement with that particular buyer, it simply means that this buyer, on this day, under these conditions, decided not to go forward. It doesn’t mean that you’re a lousy marketer.

If most of your prospect meeting don’t result in business, then you ARE the common factor and you need to find out what you’re doing wrong. Start with the first sentence above: Are you seeking a “sale” or seeking agreement?

 
Office Manager
Summit Consulting Group, Inc.
East Greenwich, RI
401-884-2778
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