This outline serves as a checklist for you when planning your sales meeting with a prospective client. Excerpted from Seal the Deal.
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I. Rapport Building
A. Opening the dialog
B. Establishing peerage
C. Finding connections
D. Getting the client talking about themselves
II. Building Trust
A. Confirm your credibility
B. Demonstrate your competence
C. Model your integrity
D. Essential mindsets
III. Questioning
A. Finding out as much as you can about what they do and how they do it
B. Past, present, and future based questions
C. Seeking how you can be helpful to this person
D. Exploring what’s possible
IV. Listening
A. Obstacles to listening
B. Your actions: Confirm, clarify, take notes
C. What to listen for
V. Story Telling
A. The purpose of stories
B. What kinds of stories to tell
C. When to use stories to escalate the sale
D. How to develop powerful, relevant stories
VI. Getting to the second meeting
A. Reasons to come back
B. Requesting the meeting and scheduling the meeting
C. Escalating the sale
D. Presentation and proposal design
© 1999. Suzi Pomerantz. All rights reserved.
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Suzi Pomerantz, MT, MCC is an award-winning executive coach, speaker, facilitator, and author with 18 years of coaching and teaching experience working with leaders and teams in over 150 organizations internationally across Government agencies and private sector clients, including seven companies on the Fortune 100 list. Suzi specializes in helping executives, teams and organizations find clarity at the intersection of leadership and business development, with a particular emphasis on integrating brand and social media into your strategy. She was one of the first executive coaches to receive the Master credential from the ICF in 1998 and teaches at several of the top coach training schools. She was a founding board member of the ICCO and IJCO, and has authored 25 publications and 4 books about coaching, ethics, and business development, including the best selling book Seal the Deal. She is the founder of the Leading Coaches' Center and co-founder of the Library of Professional Coaching, provides pro-bono coaching to TED Fellows through SupporTED, and has spoken at the ICF annual conference, the Metro-DC ICF conference, Linkage, and many other venues. http://www.suzipomerantz.com
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