Jake and Elwood

When going to a client meeting, it's much better to go in pairs, for the sake of reactivity, creativity, diversification and multiple perspectives.

Talking to the right person with the right language

We have 5% chances of succeeding if we give a non decider (even an interested one), the responsibility to represent us with the decider. We need to insist on presenting our proposal ourselves to the deciders. After all, it is us that we are selling, so we need to talk to the deciders in order to reassure them.

Linking presentation and client's needs

When with the client, make as many parallels between what is on the presentation (verbal and/or powerpoint) and his needs. Ask him questions.

Powerpoint presentation on tools

It would be nice to include, when presenting the tools in a ppt to a prospect, some photos of what it actually looks like when the process takes place.