Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position yourself with your potential client by asking the correct questions to demonstrate that you are here to solve their current problems, not just to sell. By focusing on the results, you can establish a genuine connection with your clients and minimize your chances of losing the deal in the final meeting.
Quotes:
“You can either show up as someone who's there to sell something, or someone who's there to solve something.”
“So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Linkedin: https://www.linkedin.com/in/ianaltman/
Twitter: https://twitter.com/IanAltman
Website: www.samesidesellingacademy.com
Email : ian@ianaltman.com
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