Prep your expert

Experts can cause you problems if they you don’t handle them correctly. There should always have a reason to bring them on the call with you. It might be that they are there just in case there is a question you can’t answer. It might be to make the presentation about how you will solve the problem, or it might be to lead the effort in finding pain because the person you are dealing with is a technical person. It is important that whatever the plan is the expert knows what the plan and is ready to follow your direction. If they are just there in case a question comes up, make sure you tell them not to speak until you ask them to. To do otherwise is to invite disaster. If you are not careful they may take over the sales call in a misguided attempt to help you. This never ends well. In summary have a plan or don’t take the expert and make sure they know the plan and are ready to follow it.

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