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.