Alan Weiss' The Uncomfortable Truth

Some suggestions to build credibility with a buyer during the initial meeting. (This assumes you’re meeting with a true economic buyer who controls the budget.) 1. Assume a peer mentality. Don’t allow yourself to be cast in a “dog and pony show.” (I suggest you never show up with visual aids for this very reason.) Adapt an attitude that the two of you are peers mutually exploring a working relationship. Either of you might accept or reject it. 2. Be patient. Don’t barge into silence and state, “Let me tell you about myself.” You’re not there, believe it or not, to get a sale. You’re there to develop a relationship. That might require several meetings. 3. Use provocative questions to get the buyer to talk about him- or herself, or at least the company. Show an interest in the buyer and the business. 4. Do your homework. Learn the current stock price, the company history, the major competition, and the primary markets served. Become conversant in the client’s business environment before you meet the buyer.