We've all had "that's what I should've said" moments. After a discussion is already over, the perfect one-liner, ideal comeback, elegant analogy or consummately constructed point occurs to us. The one parlay that would have made our argument. Golfers have a name for the do-over of a shot that didn't go where they wanted, the Mulligan Read More...
That first face-to-face client meeting is the most important moment in the sales process. There are five stumbling blocks that trip up salespeople in prospect meetings. This article discusses #4 Total Recall. (see #3 - the Lex Luther) The best client sales meetings don't feel like a formal meeting Read More...
The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Stumbling block #3 in new client meetings (see #2 Robot) is the monologue. When you’re excited about what you or your product can do for your new client, it takes discipline not to explain it right away Read More...
The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Stumbling block #2 during meetings with new potential clients (read #1-No Traction) takes on the business mantra: "It's not personal, it's just business." If you lose a piece of business with a client to a competitor, does it feel personal? When a startup entrepreneur gets angel funding, do you think it feels personal? When you’ve invested ten years building a team, does it feel personal when that team succeeds or fails? No matter what we think or say, part of being human is that most things that happen to us feel personal Read More...
The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Not screwing it up is a useful thing. There are five big mistakes to watch out for in that all important first meeting with a potential new client. They are 1. No Traction, 2. the Robot, 3 Read More...
“That reminds me of French Impressionism in the late 1800’s.” “What are you talking about?” said my future client. “In the second half of the 19th century,” I continued, “the annual Paris Salons controlled the commercial art world. If you didn’t go to the academy and paint in the traditional romantic style, you couldn’t get an exhibition at the Salon Read More...
“Malcolm Butler,” said the caller, “is the MVP. He doesn’t make that interception in the end zone at the end of the game, New England loses. I was driving from Miami to Orlando on the day after the Super Bowl. My rental car had satellite radio. Midway through the drive, I realized I could listen to Super Bowl sports talk radio to my heart’s content Read More...
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