I wish to add: Become a seller.
Your prospect wants to talk with a seller not a customer. So you have to do your job well and share the right info about your product as the pricing, the features, the contract and all the other points. Do not forget to be extremely reactive with any email or question from your contact.
- Become the customer
- Never let an account manager present his or her own case study
- If multiple people participate in the meeting from your side, rehearse the transitions
- Appoint a “Pitch Ayatollah.”
- Don’t prolong a conversation once your objective is achieved.