1. You’ve done your homework. You know your products and services and your potential client or buyer.
  2. You arrive just a bit early, looking calm and professional.
  3. You are pleasant to the person at the reception desk.
  4. You appear confident but not cocky.
  5. You are comfortable making a bit of small talk and then shifting easily to presentation mode.
  6. You are a good listener, asking questions and letting the client take the lead, until it is time for your presentation.
  7. Your presentation is interactive and is planned to take up no more than two thirds of your meeting time, so that the client can ask questions throughout.
  8. You bring up any objections you can anticipate and respond to them without being asked.
  9. You probe for further objections and respond to them as they come up.
  10. You sound enthusiastic about your products and/or services.
  11. You observe changes in behavior that tell you the buyer is ready. Then you ask a closing question.
  12. If you are successful, you finalize the details. If you aren’t successful, you find out why and respond by answering their objections.
  13. You try closing again. If you are successful, you finalize the details and complete the process.
  14. Whether you have been successful or not, you thank the buyer for their time and exit smoothly.
  15. If you set up a thirty minute meeting, you do not go over the appointed time. If the customer has lots of questions or the conversation goes off track and it looks like the meeting will go longer, ask permission to answer them and extend the appointment, or whether you should get back to them at another time.
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