In the last post, we talked about negotiating with your big fish and how to nurture and build on the relationships you are creating. Today we’ll talk about your fish’s power and how to utilize that for your benefit. One of the most critical aspects of this is to keep your cheerleader cheering. This refers to the ally you created in the company and who needs to stay loyal to you to continue a profitable partnership with your fish. You can keep your champion going by offering or doing several things to show appreciation. Some of these things are: •

There are a few things you need to do and consider to prepare for your first face-to-face meeting: Make a list of what you want to accomplish during the session. Anticipate potential concerns from the client. Check to make sure you are completely prepared. Listen more than you talk. Bring support staff with you. Use and respect the clients’ format. Always follow through. Ask for what you need and seal the deal. Simplify your prospect’s life. Find ways to boost your credibility. Build and nurture relationships. Learn from “no”. Find out what didn’t work so you can change it next

In the last post, we talked about how to learn about your big fish and prepare for the first contact you’ll make with them. This first contact is essential to your success, and you must instil confidence in them. They need to know you can fulfil exactly what you are offering on time, at a reasonable price and at the quality you promise.  Today we’ll go through the excellent approach and how to make that perfect first impression. Before you put together your approach plan, you must choose which big fish you’re going after. Take a look at your notes

In the last post, we discussed bringing the big-company mindset into your business and your team. This will help you overcome the mental obstacles that keep you from succeeding. Now that you’ve learned how to overcome that, we’ll talk about who your fish is. It’s important to know about the fish you are looking for before you put a plan together. We’ll also take a moment to talk about the potential “red tape” you may encounter along the way. The most important thing to know about your fish is their purchasing habits and procedures. There are four main things you need