Using Execs in the Discovery Process MTSN-038

If you have an executive from your company to join you on a sales call, you need to brief your execs, and give them a one or two page summary before you start towards the account.

Make sure that you include information on reporting relationships and current Industry, Company, Competition and Project status.

You are letting them do most of the talking, but you are able to toss in some small points of knowledge that shows that you know the Industry, Company, Competition and Project

Personal information can be useful late in the interview – – but to avoid the appearance of stalking you’ll want to offer this only sparingly.