Aug 162011

Out: Arriving at a prospect’s office, shaking hands, commenting on the framed picture of the children on the desk, yanking out the laptop and launching into the company presentation, taking some notes, promising a proposal for the second meeting and driving off.
In: Arriving at a prospect’s office having arranged to meet as many people as possible, asking as many questions collaboratively as possible, sketching out the needs, desires and plans and cooperating with one, or more, of the decision-makers (there is more than one) on your proposal, possibilities and outcomes because this might be the only chance you will get.

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