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Writer's pictureRobert Eckelman

Bring your A Game, you worked hard to set up an appointment. Work just as hard on your presentation & research




One of my favorite scenes from my cousin Vinny the stuttering lawyer walks away like he nailed it


You identify a potential client & track down the decision-maker. After making several calls, leaving thoughtful messages, you send a few emails. Some are generic, others are well-tailored & personalized. You connect professionally on LinkedIn, but you don’t immediately pitch as soon as your invitation is accepted. When that happens to me, I delete the connection.


After putting in considerable effort, you land an appointment. Now comes the crucial part—what’s next?


If everything goes well, you might make a sale, receive an assignment, or schedule your next call. But there’s always the possibility the client has no immediate need, interest, or budget. Worse, they might be rushed, aloof, or indifferent to your pitch.


I remember one time preparing thoroughly for a presentation. I knew my product, researched the industry, & had my pitch down cold. After delivering what I thought was a great presentation, the client simply said, "Wonderful, but I'm doing a going-out-of-business sale." It was a humbling reminder we al whiff sometimes.


The takeaway? Don’t crash and burn by underprepared for the meeting itself. https://youtu.be/KDVxgF1LE3w?si=ELktbog9ISnxh4Ln


1. Master Your Product

People can tell when you’re winging it. Know your product & be able to link features to benefits eloquently.

2. Do Your Research

Understand the company, the industry, & the challenges they face. Don’t ask questions that a quick Google search could answer—dive deeper. What are their goals? What obstacles are they up against? Be ready with examples of how you’ve helped others in similar situations.

3. Ask Intelligent Questions

Ask discovery questions that reveal what the client really needs. Make sure to listen. You have two ears & one mouth for a reason.

4. Set Clear Goals for the Call

Know exactly what you want to achieve during the call. Whether it’s closing the sale or simply advancing the relationship, be purposeful in your approach.

5. Anticipate and Address Objections

If there are no objections, there’s likely no real interest. Expect them, & be ready with thoughtful responses. .

6. Project Confidence and Trust

Be clear, concise, and avoid rambling. Set a positive tone from the start.

7. Establish mutual next steps 

scheduling a second meeting or submitting a proposal.


In the end, success in sales is about preparation, persistence, and adaptability. With the right approach, you’ll not only win the sale but also build a relationship based on trust and mutual respect.

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