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...
Gina is a super smart twenty-six year old. She just got her doctorate from Yale University. She wrote her doctorate thesis on the market evolution of a cutting edge tech product. Ultimately, Gina sees herself in academia, but she’s taken a sales job with an established high-flying tech startup that produces the product she did her thesis on Read More...
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...
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...
You have a face to face meeting with a potential client. Do you arrive with a prepared presentation and structure the meeting around it? In some industries, this is expected. The protocol requires that you show up with a researched presentation that relates to the specific purpose of the meeting Read More...
The final three questions are things that other people have told me that they do in a meeting with a client. Perhaps, there is some wisdom in these suggestions. So in a first meeting with a new prospective client - Would you...... 10) Look for something the client says with which you disagree, and then say so? 11) Arrive with a prepared presentation and structure the meeting around the presentation? 12) Ask, "Who else do you know who might benefit from my product, service or expertise?" Do you do any of these? Do you think you should? At Selling with Creativity we'll address them in order in the next three posts Read More...
Question #9 in the would you or would you not series is... You're in a meeting with a new potential client and they mention a need they have that one of your products can solve. Do you wait for them to pause and then tell them about your product? This is a perfect situation. They have a problem and your product can solve it 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...
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