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How to Get INSTANT CREDIBILITY — Still time to register!

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Register even if you can’t make the live event because this webinar will be recorded and all registrants will receive a link to the recording and each speakers slides. […]

Meet in Your Salesperson’s Office (a post for clients)

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Most of what we write is for salespeople (though we have always said that Never Be Closing is a sales book you’d want your clients to read).

Most of the time the salesperson visits the client. There’s an investment in travel time and expense, and it’s appropriate that the party looking for the business rather than the party who has it to offer incurs that cost. Plus, good salespeople like to meet in their client’s […]

Status

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Remember, the goal isn’t to be high status, the goal is to be useful to your client. The shift from low to high status is just one sign that you are being useful. […]

7 Reasons to Meet Your Client at a Neutral Location

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The best place to meet with your client is at their office or work location. There is so much you can learn just by being in their workspace with their colleagues that it’s usually worth it to go to your client for a meeting. We have written a number of posts about why meeting in your client’s office is useful, and how you can leverage being in their workspace.

The exception, however, makes the rule. […]

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

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