Doubters will say, “Why do you want to reveal what you want to achieve in advance?” That question is based on old, misguided thinking about sales, thinking that somehow we have to hide our goals and agenda. People know I’m meeting with them because I believe I can help them achieve their goals through the solutions I provide. In short, they know I’m trying to get them to select and buy my solutions. So why hide that?
Why not be purposeful, and direct? Why not simply say, “This is what I hope we can achieve in this meeting?”
Upon reading that last sentence, people ask, “What if they say that’s not do-able?” To my mind, this is wonderful, my immediate response is, “Why do you feel this way?” I might probe, “What could we change about the agenda to achieve this goal? Or I might ask, “What do you think we can accomplish instead?”




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