Entries by Steve Giglio

Stay in the Pain to Partner

Have you ever asked yourself, “What is the point of this meeting?” Here’s a better question to ask: “What is the pain of this meeting?” Let me explain. Over the years, I’ve noticed, through client role-play and other probing exercises, that people are able to get to the client’s pain point but once getting there, they […]

Show Your Homework

When meeting with a client where it’s important to recommend a course of action, be sure to show your homework. Your due diligence illustrates forethought and respect. It also shows that you have put considerable effort into understanding their business and have earned the right to make recommendations. Often salespeople come to a meeting without […]

Pain Before Process

A few years ago, I was working with very savvy clients in San Diego on a sales development program. One night,I was dining with my client who expressed to me that after 20 years in selling and negotiating he realized this important distinction: Process vs. Pain. Selling to the Pain, Not the Process What he said […]