We've all had "that's what I should've said" moments. After a discussion is already over, the perfect one-liner, ideal comeback, elegant analogy or consummately constructed point occurs to us. The one parlay that would have made our argument. Golfers have a name for the do-over of a shot that didn't go where they wanted, the Mulligan 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...
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...
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...
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...
This blog is a merger between structured creativity and selling. There is a natural union between the two. Since 1993, I have been exploiting that union for myself and for my clients. This blog is perhaps just another iteration of that exploitation. It is a sales blog, but underpinning everything in it, is structured creativity Read More...
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