By Jill Konrath, Contributing Editor
After months of trying, you land an appointment with a major account that uses your competitor's services. It wouldn't be unusual if you now feel an overpowering urge to cram as much as possible into this one meeting. But control that urge you must. If you overwhelm them with too much, too fast, you will lose them.
Instead set a slow and steady course that allows the prospect to get to know you, but more important allows you to get to know the prospect and to understand their concerns, challenges, and needs. Follow these four steps to establish the relationship and prevent your opportunity from evaporating.
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