OK, so you have established a Sales Process that is unique to your approach and market that you serve, of which I have written and spoken about a lot. How do you keep that progress moving forward while achieving all that is in your Sales Process?

You can count on a lot of outside factors that will try and throw you off course but some of those factors are in your control to either deal with them up front or take steps that prevent them from happening all together. In this post I will address some things that you will most likely encounter in a sale and provide you with ideas and actions that will help you. It all starts with the very first contact or meeting with your prospect.

 In today’s business to business selling environment the saying “you never get a second chance to make a good first impression” is so critically true. I don’t have to tell you if you have spent more than a day in sales in a B2B market that people you are trying to connect with are busy at a breakneck speed. You have about 10 minutes, if not less, in your first face-to-face meeting with your prospect before they start thinking about whether you are taking up space and time or you may have something of interest.

 It is very important that you have an agenda for yourself of things that you want to make sure you address in your first meeting. This demonstrates to your prospect that you have an objective and you are there to get things done. I can tell you of specific comments from prospects of mine that validated this. Take time to do your homework on your prospect and prepare for a very beneficial meeting for both you and your prospect.

 So, this is an extremely important first step, and I’ll share many other things to consider during your engagement with a prospect. Once you are deeply engaged with your prospect, what are some of the things that you need to be addressing and confirming with your prospect and with your information gathering so that your Sales Process stays on track and can accelerate toward closing a new client.

You are in control of more than you think you are. Keep your process moving forward but you may need help to talk through the uniqueness and key gateways in your process. If you would like to connect with me, send me an email to or call me at 904.472.3706.