When a prospect or customer agrees to meet with you, agrees to give you 30 or 45 minutes of their time, what is it that they expect to get from this investment? We do know that 2/3 of the buying journey is done on-line, so it isn’t basic product knowledge that the prospect is looking for

And based on surveys, the top 5 words that are used to describe salespeople are: Pushy, Untrustworthy, Annoying, Time, and Greedy! Apparently, salespeople aren’t making a very good impression at those appointment.

So be prepared to take some notes as Scott and I discuss Bringing Value to the Appointment and other great ideas on episode 516 of the Winning at Selling Podcast.