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...

Sales and Analogy

September 12th, 2015

“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...

Selling to Friends

May 24th, 2012

If your job has a sales component to it, sooner or later you’ll step into the question of whether to sell to a friend. The question can be framed by two competing perspectives. "I always sell to friends. We already have a level of trust, and friends are the easiest people with whom to do business Read More...