The S*** buyers say in meetings

The buyer starts the meeting by saying, "You go first and show me what ya got, and I’ll tell you if we have anything to discuss."

Don’t let that ego move shake you! Stand tall, keep smiling.

Proceed to your consultative playbook:

1. Deliver a crisp version of your Value Prop.
2. Ask a strategic open-ended qualifying question.
3. Listen intently.
4. Re-introduce a slice of your VP.
5. Re-qualify.
6. Rinse/repeat.

Today, after choking down your poke bowl, role-play the "you go first" scenario with your bestie.

Practice your first ten seconds because you have to be ready for that buyer…they’re lurking.

First five seconds: deliver a version of your value prop that’s perfect for that customer. No stuttering; clean and tight!

The next five seconds: ask a high-value, strategic question that gets the buyer thinking… and talking. (Don’t waste this question on something tactical. Bonus points to preface it with some nugget you learned about their business.)

This 3-minute clip from the series White Collar isn’t representative of today’s featured post, but it sure is fun to watch.

It depicts a very confident and slick selling approach by Nick (or is it Neal??? …ha).

Even though he’s a TV seller, you, too, can be that confident.