From great teachers we’re moving to great coaching moments: A sales training client of mine is a fixed income broker in New York City. They hire elite salespeople who are quick in their thinking and have strong commercial judgment. During one training program, a student asked me to resolve a consistent objection he seemed to […]
Having moved on from the insurance world to the world of training and development I began consulting with a mega star in commercial real estate. He was the vice chairman of the firm and a brilliant negotiator and consultant. He spoke passionately about New York City real estate and could untiringly debate an issue.
In my last blog post, I spoke about my first sales manager, the finest selling machine I have ever had the pleasure from which to learn. We now move to my second greatest sales manager. A guy who was a cross between Fred Astaire and Jack Welch. He defined smooth. From his dress to his […]
Often clients request training on their “Pitch Decks,” meaning their business’s value proposition that illustrates their product offering/recommendation. But here’s the “rub” with this. Client Representatives fall in love with their pitch deck to such a degree that they believe it’s the cure-all/silver bullet for any client meeting.
We can’t manage the outcome of a client meeting, we can manage our actions in it. Have you thoroughly planned your moves before your next client meeting? You must! It is critical that YOU know why you are having the meeting and can anticipate what is important to your client. What are you trying to […]
Rainmakers, aka Heroes, have been neglected as potential coaches. The rainmaker is the person the entire company looks up to as the leader of new business. He’s the “cool guy.” The guy who’s impervious to any client pressure or threat. The guy whose sales stories you can’t wait to listen to and learn from. He’s also an essential […]
Client follow up and persistence are great skills leaders can pass along to their associates. For those who know me, it will be no surprise that for effective client follow up I always recommend a systematic approach. I also recommend chanelling the Rolling Stones and Columbo.
Client research has been my theme the last few weeks. In my last post, I listed 10 cricital things to know about your client before entering into a meeting or negotiation. Did you find them out? I promised to dive deeper into a few of the recommendations so this week, we’ll do just that.
Last week, I gave you some basic considerations when preparing for a client meeting. It takes a good amount of preparation and thought, yes? As promised, this week I’ll list what I have found to be some useful required information that you must know before going into the meeting. Know all of this and you’ll […]
Decision Makers: Are They at the Table? One of great opportunities in negotiating during a meeting is determining who sits at the “second” table from the current table at which you are sitting. You know that eventually you need a sales meeting with the decision maker. But do you know who it is and what […]
