The 3rd Mistake in Sales Meetings – the Lex Luther

October 20th, 2015

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...

5 Mistakes Salespeople Make in Client Meetings – #1 No Traction

September 25th, 2015

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...

Questions for Them

June 30th, 2012

Demonstrating value is an integral part of any client meeting. It's being useful to your client. It means that they are deriving benefit from their interaction with you. From the salesperson's point of view, the ideal demonstration of value is explaining how your product or service can solve a problem for your client Read More...