When meeting prospects – or stakeholders you have never met before – of course, the first thing you do is introduce yourself. There is a bit of chit-chat time, followed by sharing the objectives of the meeting.

Hundreds of loyal ‘the salesadvice.com’ followers have done the selling with the Buyer’s Perspective test.

Conduct the below self-test to see what areas you need to improve on. Answer the statements on how you currently sell in reality, not on how you wish to sell. The more candid you are, the more you will get out of this exercise.

the real question is, what’s on the hook? Because every fish that swims off before you have a conversation with it is a tragedy worse than the failure to land one that does end up on your line.

Let’s take a break from the question of whether outbound sales can be industrialized.