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...
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...
While prowling around LinkedIn to check on the conversations in the sales groups, I recently saw questions and advice about 'selling to the C-Suite. Some salespeople espouse starting only at the CEO, CFO or COO level. Their logic is sound and simple; if you can generate some traction at that level, you're off to a good start 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...
Here is question number two (and my response) to the salesperson's 'would you or would you not' quiz. Is this something you would do at a first sit-down meeting with a prospective client? 2) Ask a question about a picture on their office wall. Too hokey? Does it seem to much like a glad-handing salesperson trying too hard to be chatty? Despite this risk Read More...
Home