Off the Wall: A Column by Alan Weiss, Contributing Editor
Everyone is concerned about whether or not a prospect will be amenable to what's being presented. We spend a lot of time on everything from first impressions and "dress for success" to whether or not to use PowerPoint (NOT!) and how to deal with committees or individuals.
So, I thought I'd distill this down to how to ensure that a prospect—that is, a prospective buyer—will love you. Here's what YOU can do and control so that you can stop worrying about things you can't control. You may be doing some or all quite well, but it's useful to create your own checklist, since you only get "one first chance."
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