I hope that you have enjoyed the article 13 Tips For Big Purchasing Meetings, Part III as well as the other articles in the series.
To summarize Part III, I’d say that the common theme in these last four tips is that you need to develop a strong rapport with the key executive in your meeting. In order to buy in to your recommendation or choose one of the options you present, that executive needs to like you.
Liking you doesn’t necessarily mean that the executive will think you are a good or nice person. It is more likely to mean that the executive believes that you think like an executive yourself and that you respect his or her time. If nothing else, these last four tips teach you how to show that you respect the executive and that, in turn, will earn you the executive’s respect.
So, even if you think that you’re so experienced that you don’t have to put any effort into preparing for a business meeting, I urge you to take the time to review these 13 tips. They may just make the difference between your recommendation being accepted and appreciated and you being forgotten among the gazillion other things an executive has on his or her mind.