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 […]
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 […]
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 […]
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 […]
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 […]
“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 […]
