Do you ever have conflicts with your clients? Unhappy clients can certainly keep you up at night. You replay the scene, over and over. Why did the issue happen? How could I have prevented it? How will I fix it? It’s so easy to stress out over our clients since they are the reason for […]
Direct or Indirect? I recently sat down with a potential client for the first time in his office. He graciously asked me if I’d like a cup of coffee or a bottle of water. When he returned, I planned to explore his goals for the upcoming semi-annual sales meeting. Unfortunately, the meeting took a different […]
When I was a rookie sales person many years ago, I made a big mistake. It was one of my first sales calls.
“… the biggest problem sales professionals have is their eagerness and enthusiasm to…”
Bingo! We just lost control because whoever talks first loses…
… At the 25 minute mark we gave him a 5 minute warning. He ignored it. What was he thinking?…
Have you ever had a sales call turn out differently than you expected?
… But just before the meeting ended, he asked one more question that I think changed everything…
…I start by asking the usual sales 101 question, “what are your most important needs…” WRONG!
Focusing on the goals of your customer puts you squarely in the center of their business. In fact Michael Bosworth, in Customer Centric Selling, writes “experience has taught us that it is far easier for sales professionals to get a buyer to share a goal than to admit a problem.” Goals are what you want […]