A little while ago, I was engaged to work with a sales executive on many aspects of his game. But I soon discovered that his biggest stumbling block occurred long before he even had a chance to get his foot in the door. In fact, it was getting his foot in the door that was […]
http://giglioco.com/wp-content/uploads/2018/10/pom-poms-269528_1280.jpg8531280Steve Gigliohttp://giglioco.com/wp-content/uploads/2017/05/giglogo.pngSteve Giglio2018-10-19 17:08:022018-10-19 17:08:02Have Something They Need
As companies plan for the coming budget year, one question I get a lot from leaders and sales teams is, “How can I get more business from our existing customers?” I have a simple answer: “Ask for it!” Ok…it is a bit more complex than that. But not much! Customers Are Like a Village When […]
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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 […]
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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 […]
In my last post, I listed six things to stop discussing with your clients. Did you do it? How did it go? The reason those things are important to eliminate is that when a meeting diverts into those areas, you’ve lost control and it will be hard to get it back. So this week, let’s […]
http://giglioco.com/wp-content/uploads/2018/08/time-3222267_1280.jpg8531280Steve Gigliohttp://giglioco.com/wp-content/uploads/2017/05/giglogo.pngSteve Giglio2018-08-02 13:36:152018-08-03 15:21:47It’s Your Meeting….Take Control of It!
It has been said that you get just one chance to make a first impression. I have found that that holds true even with people you know. Let me explain. When you have a meeting with an existing client, how the meeting or call starts is critically important. This “first impression” will give your client […]
http://giglioco.com/wp-content/uploads/2018/07/woman-2349048_1280.jpg8531280Steve Gigliohttp://giglioco.com/wp-content/uploads/2017/05/giglogo.pngSteve Giglio2018-07-16 08:27:442018-07-16 16:37:06Six Things to Stop Discussing with Clients