Conduct High Impact Meetings

Rehearsal is the best way to prepare for an impact meeting. Write down and practice your opening. It is the most important conversation that sets the stage for everything else to happen in your favor.  I believe most of the sale occurs much earlier than you and the prospect recognize.

"Mr. Prospect, thanks for taking the time to see me.  I have just a few minutes and I would like to tell you about XYZ Rental and the many options we offer our customers.  Of course, our companyhas been in the business for seventy-five years and is known for our quality service.  I brought along some information about our programs and our company that we might take a minute or two to review."

OR

"Mr. Prospect, I apprecieate the invitation and I promise to be brief.  Most customers view me as selling rental garments, but I don't see it that way at all. I see myself as helping you, your people and your business so you don't spend a great deal of time worrying about clothing and can focus on more important issues. What might make sense initially is for us to compare notes on what your people are currently wearing and what your options are.  Then, we could decide if it makes sense to talk further.  I also realize that, honestly, sometimes it may not be ther right time for you to consider changing programs for a whold host of reasons.  Do you mind if I ask a few initial questions?"