THAT’S because it’s irritating to the sales prospects.
One, your prospect came in late even when the meeting was held in his office. In any business situation, being late is an unpardonable offense, much more if it’s done inside the prospect’s territory. He has no reason to be late. When you’re in sales, it doesn’t mean you should allow yourself to be treated like dirt. If he likes your product and would like to buy it, he will meet you right on time.
Four, your prospect failed to study your proposal beforehand. This happens when you see them reading your proposal during the sales meeting. It only goes to show they’re not really interested. A serious prospect who wanted to get the best out of a contract would actively listen to your sales presentation and ask probing questions.
Seven, the prospect has made up a decision to buy from someone. That means your chances are almost close to zero from the time you entered the meeting room. Even if you did an excellent sales presentation, your prospect may only be seeking ideas he could pass on to their favored supplier. And you may be surprised, their favored supplier may also be present during your presentation.
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