Question number eight on the docket for things you might do in a sales meeting with a client prospect, is... Do you ask to use the bathroom? Of course, one imagines that if you have to go, you ask. I'm not suggesting that you'd hold it. But, would you ask to use the bathroom even if you didn't have to go? It cuts into your meeting time, which is certainly one reason not to do it Read More...
You're in a meeting with a potential new client. While you're listening to your client talk, an idea occurs to you that might be useful to them, but won't help you at all. Do you take time out of an already short meeting to explain your idea? Or, do you stay focused on understanding the needs they have that your product or service might be able to meet? This is probably an easy one for most folks Read More...
Imagine that it's your first time face to face with a new prospective client. At Selling with Creativity we are looking at a dozen things a salesperson might do or say at that meeting. Which ones would you do? Assume two general objectives for a first meeting with a new prospective client, 1) You want them to think of you as a creative person that they would like to know, and 2) You'd like them to think of you as useful Read More...
When you have a meeting at a prospective client's office, do you ask for a tour? Is an escort around the client's office space an effective use of your time? Ask for a tour. First, you never know who you’ll run into, the chairman or the CFO or an old friend from college, which happened to me once in New York City Read More...
Question number five in our 'would you or would you not' quiz is Find out which competitors they are talking to, and communicate a concern that people have with that company. Would you do this in a meeting with a prospective client? It's helpful to know who your competition is, and what they are good at, and not good at Read More...
Here is question number four (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? 4) Summarize a transaction you are currently working on with a well known client. The benefit of doing this is that your prospect knows you are working with a well known entity Read More...
At Selling with Creativity we are working through a list of a dozen actions a salesperson might do or say at a first meeting with a new prospective client. Here are actions four through six. Remember, it’s your first time face to face with a new client. Are these things you would do or say? 4) Summarize a transaction you are currently working on with a well-known client Read More...
Question number three of the yes or no quiz is below with our response. Is this something you would explain at a first sit-down meeting with a prospective client? 2) Explain the three most common problems your product solves. Unless the three challenges they face are exactly the three problems my product will solve, I do not explain this 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...
We're at the beginning of a quiz here at Selling with Creativity. I am proposing some things a salesperson might do or say at a first meeting with a prospective client. Here's the first one and my response. 1) What is your company’s overall strategy and what are the three biggest challenges or objectives that the strategy creates for you? I do ask this question Read More...
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