Most salespeople meet a prospect and say the first thing that falls out of their mouth. Then the second, and the third, and so on.
The way your company is depicted, and the service and experience your company gives to people before they make a buying decision varies widely.
Is that what you want?
What training do you have to see that it is a quality interaction, with continuity from prospect to prospect?
How will you know when it is accomplished?
It still amazes me that anyone would want to “wing it” when we have a sales process that is proven over and over by top performers.
I had a sales manager 25 years ago that would instill in his reps to make notes from the prospect meeting while they are at the airport waiting for their flight home. Don’t just rush to the airport and jump on the plane. Take some notes while it is still fresh in your brain. Also, listen more than you talk.
I am also thankful for Profectus.
Preparing our “pitch” isn’t the only thing we should focus on. If at all possible I look up the client on the internet, social media or wherever I can find info. I try to learn what I can about them before ever meeting. Then I try to prepare based on what I anticipate they may want or be like based on the additional info I gather. It also sometimes helps to know if they are someone you DON’T want to do business with based on what you find. Someone trash talking any business, not just contractors, is not a good fit. Someone who is a plaintiff in any kind of lawsuit might also not be a good fit.