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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 4 Focus with Specificity on Your Next Step

One day, a salesperson came back to our office from a meeting with a new prospect. His manager asked him, “How did the meeting go?” The salesperson explained that the rapport had been great, and that the chemistry had been perfect. Then the manager asked, “When are you going back?” The salesperson said, “Actually, the meeting went so well, and my contact learned so much, that he said he never had to meet with me again.”

Was the salesperson right? Was that really a great meeting?

Actually, that salesperson had no specific action planned with the other person. In the terminology of our company, he had no Next Step, and therefore he had no prospect.

It’s much too common for people to leave a meeting ...

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