To be truly great at sales, you have to be able to hand over control to the buyer.
Whether it’s control of the topic of conversation, control of what and when they want to hear certain stories or information from you, or control of the next steps. Unfortunately, giving up this control can feel counterintuitive to many sales people. The irony is that the more you give away control, the more the client wants to work with you and often the bigger and sooner the sale comes in. But it’s not easy – if it was,everyone would be doing it.
I was recently chatting to a client of mine who told me about a meeting she’d had with a prospective client that she thought went really well. At some point during the meeting, she got wind that there was a project in the offering – so when she thought the meeting was drawing to a close, she pounced.
“Can I send you a proposal for that project?” she said.
She beamed when she told me this story – “I’ve got [...]
by Ben Paul
Taking your clients or prospects to the rugby or theatre? Buying them plenty of drinks and having great conversations about sport, the weather, their kids or dare I say it, the Bachelor? You’re getting on great but this relationship is unlikely to lead into profitable work for you or your organisation. In fact, it may even have got to that critical stage where it is now almost awkward to actually ask for the work. There is a real danger that your client has put you firmly in the “friend zone”. As the Bachelor would no doubt tell you, this isn’t a profitable place to find yourself.
Why it hurts in the “Friend Zone?”
Businesses have been investing in client hospitality for many years now, with little real tangible return on investment. In the last couple of decades, it is likely that this return has diminished even further. It turns out that having a good social relationship with your client may not actuall [...]
According to Brent Thomas, it’s trust based relationships that matter most in business. And he should know – having just beaten an impressive field of candidates to win the national Client Choice Awards Most-Client Focused Engineer of the Year award for 2016.
“After every meeting, the client needs to leave with a feeling that you are easy to deal with, that you truly have their interests at heart, and you’re providing value out of the interaction,” Brent says. Unfortunately, he sees a lot of people in engineering, and business, that still h [...]