Status

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

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. […]

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 […]

F. W. Woolworth said, ‘I’m the world’s worst salesman so I have to make it easy for people to buy.’ He’d have loved this book. It’s all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone.
   --Wally Bock, Leadership coach and author of Three Star Leadership