Force Management

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 DisorderPurpose Process PayoffFour 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.