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?
Which straw was it that broke the camel's back?
Was it your connecting with your client on the social sites where they live? Was it your engagement around big ideas that eliminated your dream client's opposition to meeting with you? Was it the…Continue Reading
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…