Put Out the RADAR
Sometimes when we're meeting with the company "Big Wig" we get caught up in the importance of the person, and forget the basics of selling. If you start to get flustered or intimidated by the stature of the person, all you need to do is remember to put out your RADAR.
Respect everyone you come in contact with, from the person who answers the phone, to the parking attendant, to the receptionist, to the secretary, to the executive.
Ascertain the names of all the key employees and their assistants.
Do your homework on the industry. Find out about this particular company's goals and future plans and demonstrate that you understand their problems. Most importantly, position your service in those plans and show you can solve those problems.
Avoid time wasters such as catch phrases or jokes to get the conversation started. Instead, ask for opinions on a current event in the industry
Refrain from jargon and trying to sound like an expert in the industry by using big words and technical phrases.
Being prepared, staying focused, and maximizing your time will help you tune your RADAR to the locate the perfect sale.
