Gain Trust of the Committee for a Formal Evaluation
Last month we discussed how to First Gain Trust Then Meet the Buying Committee.
If you recall, I had gotten a phone call from my sponsor saying the buying committee wanted to meet with me.
I was excited, but, knew that to prevent potential surprises and to fully understand the needs of each buyer, I asked for the opportunity to interview everyone who would be attending the meeting. I surely didn't want to go into a large meeting without having tried to understand each persons perspective.
After having held a series of interviews with each key member of my prospects buying committee I was preparing to physically meet them in their offices.
As I walked into the conference room I experienced a moment of "Sweaty Armpits". That moment where you know you have to get it right or there might not be a further opportunity to win a sale!
Read on to learn how I approached that critical "solution meeting" with this large prospect......