Latest / Alan Weiss's The Uncomfortable Truth®
Credibility with a Buyer
Some suggestions to build credibility with a buyer during the initial meeting. (This assumes you’re meeting with a true economic buyer who controls the budget.) 1. Assume a peer mentality. Don’t allow yourself to be cast in a “dog and pony show.” (I suggest you never show up with visual aids for this very reason.) Adapt an attitude that the two of you are peers mutually exploring a working relationship. Either of you might accept or reject it. 2. Be patient. Don’t barge into silence and state, “Let me tell you about myself.” You’re not there, believe it or not, to get a sale. You’re there to…
The skinny
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