Want Business from Existing Clients? Ask for It!

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 […]

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 […]

It’s Your Meeting….Take Control of It!

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 […]

Six Things to Stop Discussing with Clients

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 […]

Managing Summer Time

Summer is a season of vacations, beaches, time with family and other distractions. However, you’ve still got business to manage and clients to satisfy. Perhaps more than any other time of the year, summer presents time management challenges for you and your team. It’s up to you to make sure work gets done. Here are […]