You cannot really plan a first meeting. It depends on what they say, where they take it, what comes up. So you go in, read the room and adapt.
Adapting is right. Adapting toward nothing is the problem.
In this episode: why discovery calls default to comfort when no end state is defined, the one question to answer before you walk in, and the three things a first meeting can actually be built to achieve. Credibility. Decision criteria. Alignment. The Sales Visitor walks in hoping it goes well. The Sales Catalyst walks in knowing what has to happen by the time it ends. Same meeting. Same buyer. Two different destinations.
Full transcript:
https://scottchannell.com/discovery-calls-sales-visitors-sales-catalysts/ Finding Business is hosted by Scott Channell, author of Sell the Meeting and seven other books. More at
https://scottchannell.com