Is Your Sales Process Linear, and Where Does Client Research Fit?

You should be able to describe your sales process in linear fashion. But that doesn’t mean you necessarily do it that way. […]

The Most Important Moment in Sales

When you walk into a meeting with a new client, a useful metric for sustaining a meaningful dialog is five questions: five questions that occurred to you as you were researching your client; five questions that are conversation starters; five questions that can’t be answered with a yes or a no. […]

Why a Sales Conversation is Different from a Normal Conversation

A good sales conversation involves the salesperson asking questions. As you listen to your client answer the questions you ask, your brain will give you ideas about how you might help. In a typical conversation, you’d probably offer these ideas as they occurred to you. In a good sales conversation with a client, we suggest you don’t say your ideas as they occur to you. You wait. You stay in the question. In this way, […]

The Walls Have Ties

Your clients’ offices — including reception and common areas — are their habitats. They’re filled with clues about the company and its culture. Think of the waiting room as an anthropological research opportunity, where you’re exposed to resources that aren’t available in company reports or on the Web.

There are topics for discussion literally littering the walls. The artwork, the trophy case, the plaque, the photo of the ribbon cutting, the mission statement, the free […]

More on Taking Notes

The face-to-face client meeting is the most important piece of the sales process. Capturing everything you can from that meeting fuels the future of the relationship. […]

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