Tip 7 – Make sure you understand where you are in the cycle. 

It is always important that you understand what stage you are at in your sales cycle. As examples, your meeting could be any one of: 

• First meeting – exploring client situation and challenge 
• Presentation of your service or a specific aspect of it 
• Negotiation of sale 
• Contractual terms and agreeing ways of working 

Clearly, each meeting would need to be introduced and delivered very differently. The first meeting is going to be very question based, as you explore every aspect of the client situation relevant to your offering. However, when finalising a contract, you may be establishing the rules of working on the project you have been awarded.