HOSTING THE SECOND MEETING
Wrap up your meeting before lunch, thank your hosts for the visit, and let them know you will be back in touch within a week. Discuss with your third-party adviser your general impressions of the meeting and the feel you got for the prospect. From a dinner plus a three-hour conference and tour, you should have acquired a good sense of what the company is about and how it is run.
Once you are back at your office, you can sit down with your entire A-Team and conduct a full debriefing session. Share what you learned from your time with the prospect and fill in your Prospect Profile with new information. Continuing to use your prospect criteria as your guide, decide with the A-Team if you want to move the prospect down ...
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