O: Agenda

Using an agenda will quickly set you apart.

Find a copy of an agenda you like. Whenever you set the initial appointment, ask for their email, or fax, and let them know you will be sending them an agenda with a date and time reminder as well as a brief outline of what you will be discussing with them when you meet. BUT, be sure you do not forget to reference and follow it on the appointment!

If you forget to send the agenda, state a brief verbal agenda at the beginning of any appointment.

Using an agenda shows that you are a professional and not a sloppy salesperson who will just try to wing it. (That sends a subconscious message that you are about to waste their time.) But with an agenda, you send the positive subconscious message that you are organized, thorough, and efficient. Therefore, they will be more naturally inclined to listen to you. It also helps you to maintain control of the meeting.

Send an agenda for any size prospective customer. Absolutely for the big ones, and even for the little ones - they are the ones that have never seen this before. It's an excellent first impression!