The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Stumbling block #3 in new client meetings (see #2 Robot) is the monologue. When you’re excited about what you or your product can do for your new client, it takes discipline not to explain it right away Read More...
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...
While prowling around LinkedIn to check on the conversations in the sales groups, I recently saw questions and advice about 'selling to the C-Suite. Some salespeople espouse starting only at the CEO, CFO or COO level. Their logic is sound and simple; if you can generate some traction at that level, you're off to a good start 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...
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...
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