Never meet a first appointment for lunch. Never!

Your prospect can be late.  Your table could be delayed. Your prospect might not feel comfortable sharing personal information in public.  If you need any documents you just created a second appointment which could have been avoided. 

Never meet at your office.  How many new prospects can you meet there?  Always meet at their office and never right after lunch.  Additionally, quantify and qualify.  Make sure you have the decision maker.  In other words, are you meeting with the person who signs the check (the front of the check)? 

Be sure to meet with anyone else involved in the decision making process!  If meeting at their office, the chances are greater that you can meet those other people while you are there.  The actual time when you see prospects is critical and there is a direct correlation to your closing ratio.  Have you ever tracked your closing ratio with the actual time of day you are trying to make sales?

©Gold Coast Sales Training Institute, LLC