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Holding Exciting First Meetings: The MAJOR Momentum Stage Part 1

Holding Exciting First Meetings: The MAJOR Momentum Stage Part 1


Your mission for the Momentum step is straightforward and simple; get the Audit.  Create urgency to identify and solve problems.  You may have heard other salespeople describe a first meeting as being anything from a question and answer session to a seeding opportunity. It is neither.  It is an opportunity for you to present a compelling business reason for this prospect to take the next step.  It is not about making a new friend, establishing a contact, feeling out the opportunity, making an impression.  Its not about selling the people, winning their support or getting more informed.  It is about getting the next step; in this case, the Audit.

Reading: The MAJOR Momentum Stage!
Chapter 1-2, 4-5
Make It Yours! Exercises
Asset. Planning the First Meeting   
Asset. CLIENT Qualifying   
Asset. Craft an Agenda   
Asset. CLIENT Meeting Plan   
Asset. Quick Start   
Asset. Working the Agenda   
Asset. Finding Problems   
Asset. Closing for the Audit   
Duration
1-3 hours