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October 22, 2007


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Francis Wade

I recently read a book called Exceptional Selling by Jeff Thull that speaks to this issue in brilliant terms (IMHO) by saying that initial meetings are all about determining the depth of the problem, followed by meetings to determine the solution and to present a proposal.


This is great advice. I would add that in the pre-selling meeting be listening for ALL the ways you can help them, not just through your services. If you know someone who might be a prospective client, or could fill a vendor or employee need they have - help them out. This is the true basis of "networking" - making friends and helping each other.

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