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First, Let’s Agree This Partnership Will Work

First, Let’s Agree This Partnership Will Work

Don’t walk into a prospect meeting as though you have to “win” something. This should not be an adversarial relationship.

Walk in with the intent of agreeing on how the two of you can partner. (And when I say “two of you” I mean that no one else should be in that meeting.)

If you don’t reach an agreement with that particular buyer, it simply means that this buyer, on this day, under these conditions, decided not to go forward. It doesn’t mean that you’re a lousy marketer.

If most of your prospect meetings don’t result in business, then you ARE the common factor and you need to find out what you’re doing wrong. Start with the first sentence above: Are you seeking a “sale” or seeking agreement?

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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