How do you prepare for the first meeting - And get the next one?
Many salespeople think that persuasion is all about showing, telling, explaining and instructing so their presentations sound canned, regurgitated and phony. But remember, it's not about you. One reason meetings with executives tend to be non-productive is that the salesperson involved is unable or unwilling to understand the executive's style of decision-making. You are much more likely to get the result you want when you can forget your own perspective and replace it with that of the other person.