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...
In a previous career, as a commercial mortgage banker, potential clients were easy to identify. The tricky step wasn't locating the organizations, it was getting the right person in that organization to say yes to a request for a meeting. These days I offer a product that anyone might want to buy; my "product" is structured creativity, training and facilitation 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...
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