Valuable Customer Meetings

The last two years have exposed some flaws in salespeople’s
approach to customer meetings. If you want to be successful, you
can’t go back to the way you secured or conducted on-premise
meetings before the pandemic. Tim Caito shares the overlooked
reasons customers prefer virtual meetings (besides convenience) and
how to differentiate your approach to ensure you land and execute
impactful meetings with customers. He shares three ways to prepare
for and secure valuable meetings.
Here are the Essential Questions we mention in the episode:
What problems do you solve?
How do you solve those problems?
How do you solve them differently or better than the
competition?
Where have you done it before, what’s your proof? 


Here are some additional resources:
The Seller Deficit Disorder
Purpose Process Payoff
Four Questions Every Sales Organization Needs to Answer 


Check out this and other episodes of The Audible-Ready Podcast at
Apple Podcasts, Spotify, or our website.