Mary Kay McBrayer
Mary Kay McBrayer
4 Discovery Questions to Amplify Buyer Urgency
If the first stage of persuasion is establishing trust and credibility, the second is creating buyer urgency. In this stage, the seller and buyer together learn about the business situation of the buyer’s company, and we do so through relevant, empathetic communication.
How to Prepare for an Effective First Business Meeting
The most common methods for getting access (or face-to-face time) with your prospect include bribing the buyer with lunch, pleading to meet, or telling them how great your product is. None of these are very effective. The most efficient way—the right way—is the education-based briefing. In your first business meeting with a prospect, you don’t […]
How To Win A Business Meeting in 3 Easy Steps
Starting new business relationships, cold-calling, trying to get an appointment, and figuring out what to do during that appointment are the most stressful, disliked, and avoided parts of selling. That’s because they’re difficult. The key is that if you offer and deliver a perceived value, you will get the meeting you need. From there, you […]
How to Establish Credibility and Build Rapport in 22 Minutes
Your objective as a seller is to secure a business meeting with a very busy key influencer: your future buyer. To get their attention, and to occupy a portion of their valuable time, you need a valid business reason, and you need to let them know exactly how much of their time you intend to […]