After checking-in with Security, I took the elevator upstairs and met, for the first time, the person in Marketing to whom I had been referred by my contact in HR.
Having been in a revenue-generating role for the better part of two decades, I didn’t need to do much homework to prepare for meetings with my new contacts. After all, I had been on countless meeting like this over the years. I knew exactly what to say, what to ask and how to engage the client, right?
That day marked the last time I set foot in the building or did work for that client.
That day showed me what can happen when selling experience becomes arrogance.
Why? It was clear to the client that I was not well prepared for the meeting and that this would not be a good use of his time.
What should have been done for about 60 minutes before the meeting?
It is hard enough to find good prospects, build trust, differentiate our offerings and earn the business. Being confident in your skills and experience is important when meeting with a client. But don’t let the arrogance of an “I got this” attitude overshadow being prepared to do your job. Conduct efficient pre-call research and you will gain a competitive advantage.
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