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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 18: Initial meeting(s) with the prospect

You have made the calls and got the appointment – now is your chance to find out what your prospect wants and to start selling yourself as a problem solver and credible business partner.

Depending on your market and your approach (transactional or consultative), there could be just the one meeting or several meetings before any decision is made about a purchase. It is possible your first meeting may even end up with an order. This is often the case with the FMCG (fast-moving consumer goods) market.

If it is possible, include one other person (connected to the sale in some way) in this first (and, ideally, subsequent) meeting; ‘2-up’ selling ...

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