“We might not be the right company for you.” Said no one ever, right? Not so. I say it often and coach my clients to do the same. “Steve…you counsel people to TELL their potential client that their company might not be the right fit?” That’s right. I put it in the category of Cognitive […]
Perhaps you were raised with the old adage, “If you don’t have anything nice to say, don’t say anything at all.” While that is good advice around the dinner table or in the schoolyard, it’s not always true in business. When should you not be nice? When your client’s business future is at stake…and that […]
No matter your role, be it a salesperson, account director, or VP of client relations…you are an extension of your client. You perform a role that is critical to the client’s success. The client is, in essence, your constituent. You have the responsibility to support them, guide them, serve them, and meet their needs by […]
More and more often, many of us are selling and consulting with clients as a team versus alone. In most cases, teamwork makes sense. It is a great way to illustrate the concern your organization has for the client relationship and the diligence you have put towards it. The concept is easy, succeeding at it […]
“See that over there,” he said to me as he pointed to a sales training book used as a doorstop. “That’s what happened to the last guy we hired to help our team.” That was my introduction to a potential new client recently. Clearly, I had my work cut out for me. But his experience […]
I’m often asked what are the essential rules of selling. While there are many, here are my Ten Commandments of Selling based on recommendations I’ve made to clients throughout the years:I. Google/LinkedIn every decision makerFar too often, we we’ll run to a prospective client meeting without understanding their professional background and many other points to their […]
We’ve all experienced moments when we said something expecting it would lead to an engaged conversation only to get little, or a negative, reaction. For example, asking a friend, “Hey, how is your husband?” only to have the person answer, “We split up last month.” Nowhere positive to go from there. That’s a conversation killer. […]
If you can say it in 10 seconds, it will be remembered. That’s a tip I want YOU to remember the next time you are preparing a presentation. If you can effectively communicate the main point of your presentation in 10 seconds, you are on your way to creating a talk people will recall long […]
In my work, I come in contact with many people in new jobs. They’ve recently joined a company, have moved into a new department or have been promoted. And often, the initial reaction these people have to their new situation is, “Wow…I’m in over my head,” followed by a bit of panic. So, how did […]
Your boss says: “Make sure you go to this event tonight, its an important opportunity to network.” You say, “Ugh, really?” I say, “Go! You never know what’s going to happen or what it will be like. But only go if you’ll have fun doing it!”
