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 […]
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 […]
My first lesson in business development came in 1977 in Flushing, Queens. I’d just graduated from college and began working for Met Life. I was assigned to a sales manager who changed my life in days. He could terrorize or motivate in seconds, make me scream with laughter or scream with rage almost at will. […]
It’s a little cliché but a favorite movie of mine is Top Gun. At the end of movie Iceman says to Maverick, “You can be my wingman anytime.” A wingman is a pilot who supports another pilot in a potentially dangerous flying environment, keeping his aircraft near the wing of the other’s. A key element […]
My coaching style was once described by a client as “Vince Lombardi…with a little bit of mom in there.” Now, for those of you who don’t know who Lombardi is (I guess there are people out there who don’t)…a little background. Vince Lombardi was a legendary, Hall of Fame Green Bay Packers coach during the […]
Meeting preparation is one of the most important things you can do to ensure that you stay in control of the meeting agenda. Yet, I am amazed how many executives and sales people are on autopilot when they get ready for an important meeting. They arrive with a presentation or talking points based only on […]
Millennials: the workforce born between 1977-97 that some estimate make up half the workers in the world. And with this diverse group, many of whom were raised in the “me” generation of the 1980’s, comes new challenges for companies looking to train executives and keep their talented sales teams motivated.
I Like to Lead When I Dance… Consulting is often about establishing the correct climate to consult, like when a dancer takes the lead position. How the dance will proceed, what direction it takes and the steps to get there are all in the hands (and feet) of the lead. At this time of year, […]
Recently during an executive consulting session, I was asked which is the more important conversation to initiate with a client, the tactical conversation or the strategic one? Answer…it’s situational but, it is better to err on the strategic side. Once you go tactical you can’t go back.
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 […]
