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...
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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