You've been invited to a meeting to discuss a current need.
The need is critical and if a solution is not in place soon, there will be serious negative impact.
While it may appear that the most important thing you need to do is solve the problem at hand, it's actaully more important for you to get the prospect to see the larger picture.
What led to this crisis? Did their failure to plan cause an emergency? And. most of all, will this sitaution be likely to repeat itself in the future?
Now is the time to discuss how, with your help, you can help them avoid problems like these in the future.
Yes, make the sale that needs to be made now....but, while the problem is pressing, you should also make an appointment to solve the customer's future problems before they happen.
© 2011 Patrick L. Williams, The Selling Sherpa™