True or False? What you'll remember from a meeting, without any other recall activity, is about ten percent of what is said. Here's the breakdown... Fifty percent of what gets said in a meeting is missed by one or more parties to start with. Eighty percent of what isn't missed will be forgotten in forty-eight hours Read More...
My seven year old is studying geography. She endeavored, recently, to draw a map of the world with continents, poles, the equator and compass directions. The result? If you can accept each continent as an amoeba-like lump, she nailed it. Europe, as we live in France, is placed in the middle. Then, as I named them, she scribbled in the locations of the oceans Read More...
It's the rare and beautiful first meeting with a new client when you actually walk out with a deal. More likely, many months of work have gone into developing a client relationship before a client chooses you and your company. Maybe you've demonstrated expertise in a niche where they have a need. They trust that you'll do what you say you'll do because you follow through Read More...
A sales meeting is most effective when your prospective client is willing to answer the questions you ask. If they think you're just another useless salesperson, you won't get there. Getting to the point where they are ready to answer your questions, is crossing the credibility threshold. Establishing your credibility usually requires you to do some talking Read More...
For the last 10 months at Selling With Creativity, we've been conducting an ongoing 'would you or would you not quiz'. Here's a summary of the 12 questions we asked and a summary of the response, whether we think it's a good idea to do these things at a first meeting with a prospective client. As barometer we assumed two general objectives for that first meeting Read More...
The twelfth and final question in the Selling with Creativity would-you-or-would-you-not salesperson's quiz: Do you ask a client at the end of the meeting if they know anyone who might benefit from your product, service or expertise? For me, asking for a referral at the end of a meeting has never been entirely authentic Read More...
You have a face to face meeting with a potential client. Do you arrive with a prepared presentation and structure the meeting around it? In some industries, this is expected. The protocol requires that you show up with a researched presentation that relates to the specific purpose of the meeting Read More...
Do you look for a reason to disagree with your prospective client? One primary goal in a first meeting with a prospective client is to create a connection. I want them to think of me as someone they'd like to know. Being irascible and contentious is not the way to get there. Ultimately, it's only through harmony that one can invite any change Read More...
The final three questions are things that other people have told me that they do in a meeting with a client. Perhaps, there is some wisdom in these suggestions. So in a first meeting with a new prospective client - Would you...... 10) Look for something the client says with which you disagree, and then say so? 11) Arrive with a prepared presentation and structure the meeting around the presentation? 12) Ask, "Who else do you know who might benefit from my product, service or expertise?" Do you do any of these? Do you think you should? At Selling with Creativity we'll address them in order in the next three posts Read More...
Question #9 in the would you or would you not series is... You're in a meeting with a new potential client and they mention a need they have that one of your products can solve. Do you wait for them to pause and then tell them about your product? This is a perfect situation. They have a problem and your product can solve it Read More...
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