Make Your First 13 Minutes With The Prospect The Most Important

A recent blog post on the website EyesOnSales said deals are either won or lost during the first 13 minutes of the initial sales meeting. How can you improve your chances at winning the deal? First, focus on getting to know the prospect's business and industry beforehand, then be ready to talk about them, says the writer, Jeff Winters. Second, be likable. A little self-deprecation can't hurt. Winters suggests using phrases like "I know you know this" and "I'm sure I'm telling you something you already know."

Finally, know when you're not going to get the business, Winters writes. "You can't persuade a prospect who isn't interested in your services," he adds. "If it's not a fit, move on."