A point that amazingly gets skipped over by sales professionals is written about by Chris Lytle for Monster Sales News: Your customers buy the way you sell before they buy what you sell.
Chris references Purchasing Magazine, stating that:
lack of preparation is the number one dislike buyers have about sellers, with a lack of interest or purpose following close behind.
It’s so true. Your professionalism in meeting with a new prospective customer sets the tone for the potential transacion. If you’re sloppy, late, or lack attention to detail, it is a signal to the prospective customer that the relationship may be less than satisfactory. As the Head & Shoulders shampoo commercials used to say:
You only get one chance to make a first impression.
Keep in mind agendas, outlines, overviews, and details. It could be the difference between getting an opporutnity and losing one.