https://i1.wp.com/eagleeyeselling.com/wp-content/uploads/2018/11/Podcast-8.png?ssl=1 ()What are their issues?

Be prepared with your standard fact finding questions

Be prepared with your research on the company

Have flexibility and confidence to take the conversation down many paths

Listen to the prospect but control the meeting

You are asking the questions.  When/if they ask, answer but find out why they asked that question.  Stay in control

Find out their approval process, possible hurdles, organizational approvals

trial close

Close for the next steps and timeframe.