Master The Meeting

Invest in great tools

No matter how good you and your products or services sound, low-quality sales tools can torpedo an otherwise successful meeting. That's because prospects want to make safe choices. So create materials that stand up to--or even surpass--those of your competitors. Otherwise, you won't be able to create a powerful image.

Before your next prospect meeting, brush up on these five steps. You'll have more successful meetings--and more sales for your new business.

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Kim Gordon is the owner of National Marketing Federation and is a multifaceted marketing expert, speaker, author and media spokesperson. Her latest book is Maximum Marketing, Minimum Dollars.

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This article was originally published in the January 2000 print edition of Entrepreneur with the headline: Master The Meeting.

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