Back when we talked about the Tarnished Territory , we briefly covered the first sales call. Questions, comments, an argument or two and other misunderstandings with new salespeople on our coaching list tell me this topic requires some additional work. It’s a magic moment; the seller and customer finally meet, shake hands, and exchange pleasantries. Nerves are on edge (at least for most sellers). First impressions come but once in a lifetime. The next 15 minutes set the stage for either a selling breakthrough or massive failure. Before we launch into our plan, allow me to share some thoughts on what might be your current selling strategy. Old-School Strategies Explored Just to display our culture and charm, let’s pause for an elementary-school poetry moment. Courtesy of my third-grade class circa 1960s. “In days of old when sellers were bold, before the internet was invented Line cards flew and customers grew but Model T’s were in fashion…” Ok, I was never...