Making Small Talk Big

The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Making Initial Contact

Once you have at least a loose connection to your prospective client, you need to communicate it to your client, so when you call and ask for an opportunity to meet them, they already know who you are and how you’re connected to them… […]

Finding the Loose Connection

Getting a “yes” rather than a “no” to a meeting request usually requires just one thing: a connection, however loose, between you and your prospect. Establish some connection, any connection, and your request for a meeting will usually be answered affirmatively. […]

Hitting your (Sales) Target

You go into your meeting and you think, “I’ve got to make that sale.” That’s like sighting in on the bullseye and forgetting about gravity. You have a good chance of ending up in the dirt, 30 meters short of your goal. […]

I believe we had one of the best AGMs in years, your part certainly was a significant contribution.
   --Association of British Columbia Professional Foresters