Have Respect for Your Prospect’s Time

When a prospect agrees to meet with you, it’s vital that you respect the time you’ve been given. Let’s say your prospect is a busy C-Level executive and she’s agreed to meet with you for 15 minutes. The first thing you should do is prepare your topics of discussion, making sure that you can convey your value proposition in no more than half the time you’ve been allotted, leaving plenty of time to field questions and comments. If you don’t hear any questions/comments, you could always recapture the remaining minutes by saying something like, “One of the questions I often hear is...” and go back to selling mode.