One of our client's was making a presentation to a new prospect. This was their first face to face meeting and it required traveling to the customers location and arriving the night before the scheduled presentation.
In preparation, we reviewed our module on sales presentations, including a checklist list of pre presentation activities.
The sales professional was anxious because she did not have any personal rapport built up with the key decision maker,would be at the meeting.
I suggested she invite him and his spouse out to dinner the evening before the meeting. We discussed the critcal nature of the "schmoose factor" to build rapport. Although she was dubious that he would accept, surprisingly he did.
During the dinner the client revealed casually a number of critical pieces of information that were very germane to the presentation i.e. competitors already involved, key decision points, perceived objections, and time frames.
She changed her presentation to include these observations and the next day walked away with the business.
Lesson learned; people still buy from people ,don't underestimate the "schmoose factor"!
Copyright © 2014 Dave Neal
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