We all know it's important to talk early and often about what your clients expectations are. After you identify a true client need is the time to start talking about expectations.
We all know it's important to talk early and often about what your clients expectations are. After you identify a true client need is the time to start talking about expectations.
Emily Estey, on January 21, 2013
Have you seen the cartoon of Bigfoot, sitting on a log in the forest with a laptop open? The caption reads, "I wonder if anyone is looking for me?"
Emily Estey, on January 14, 2013
What a fascinating conversation! A manager was telling me about all of the people on her team. She would start by saying what each person's personal goal was for the year and how she helps them work toward that.
Emily Estey, on March 14, 2012
You've done a great job in your first appointment with the client. You've exposed lots of areas where they'd like to see improvement. You've also eliminated areas of focus that aren't important. You've asked the client’s help in narrowing down which challenge or challenges they'd like your help with. And that challenge may sound something like this:
Emily Estey, on September 13, 2011
Why, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open).
