A lot of what Brian’s wrote in his 11 Do’s and Don’ts for Sales Teams From the Guy Being Sold To resonated with me big time. Frankly, a lot of it made me roll my eyes because it’s shocking how many sales people have said or done silly things in my years as the recipient of sales pitches.
It got me thinking that there’s a whole other set of tips that apply to in-person meetings specifically, especially for less experienced salespeople. The following are based on my personal experience so if there are others you’d like to add, please do so in comments. It’d be helpful to hear what others think.