Tag: Client Acquisition
I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.
What? When we have the kick off meeting?
Any time that you make assumptions about buyers, ask yourself if that assumption is true about you and the way that you would buy.
If you were your buyer, how would you want the salesperson charged with winning your business to approach you?…Continue Reading
- Wasted Time: Your dream clients refuses to give you their time because they suspect that you will waste it. They have experience that suggests that this is true. Salespeople visit with no plan, no real idea as to what they want, and no plan to…
What follows is a true story.
The salesperson called his contact after learning that he lost the big opportunity for which he and his company were competing. After a long bid process and a tough competition, the low bidder was awarded the…Continue Reading