Many salespeople make the mistake of thinking that getting a meeting is a sale. They try every tactic to “get coffee” or “set a meeting with my team.” This is a flawed concept. Instead, dazzle one huge prospect with deep solutions that will make them look good and get them promoted. If this solution is frictionless to make happen at their organization, you will win.

In selling, deep and strong is better than shallow and weak. Casting a wide net doesn’t work. Don’t do it. Focus on your best prospects and dazzle them. Do the work in advance. Show them the result you will create for them. Become a secret weapon before you close the deal.

Published on: Apr 9, 2017