Who will be at the presentation from the buyer’s side? It’s important to know this for all the obvious reasons, but let me state them anyway. You want to be ready to win over each and every person at the presentation. That person is there for a reason, no matter his or her level or position. This person also has a boss. As I’ve said in previous tips, to win over this person, you’ll have to show you can deliver his personal results and satisfy his social fears and expectations.
Hopefully you’ve met with this person prior to the no-talk phase. If not you’ll have to do some digging. Find people that know this person - people in your organization, the clients organization and outside both i.e. consultants, other vendors. Probe as to what he wanted for other projects. What were the turning factors? Who’s his boss? What has his boss wanted in the past? The answers to these questions will give you a sense about the individual. However, don’t just use your old notes or memory. Talk with others to validate your impressions.
If they won’t tell you who will be at the session. That’s a red flag. They may not know them self - not good, i.e. it’s not important enough for defined people to be assigned - not good. I could go on.
If you can find out at least what departments or agencies or areas will be represented, then you find out (by networking) who the bosses of those areas are and what results or assurances they typically want. Usually bosses set the tone and the subordinates follow.
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