Making Small Talk Big

The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Q Notes, Quadrant 1: The Question Quadrant

To be useful to a client, you need ideas that help them. It’s a lot easier to get ideas when you understand their reality, what they need, how your client perceives their situation. You don’t get this without asking questions. A good sales meeting is devoted to questions. […]

Preparing a Presentation for a Client Sales Meeting: Yay or Nay?

“She makes a presentation for every client. That’s the last thing in the world I would do,” he said. “She does seem to get business, though. I’ll never understand it.” […]

Two Brains Are Better Than One – Take a colleague to your sales meeting

When we deconstructed the sales process in Never Be Closing, we started with the face-to-face meeting, the most important event in the sales process. We worked backwards to the beginning of the sales process, and forward to the steps that help you mine the meeting to build a productive relationship. You could argue that the whole sales process is built to leverage the face-to face meeting. Preparing well and debriefing all have the goal of […]

Meet in Your Salesperson’s Office (a post for clients)

Most of what we write is for salespeople (though we have always said that Never Be Closing is a sales book you’d want your clients to read).

Most of the time the salesperson visits the client. There’s an investment in travel time and expense, and it’s appropriate that the party looking for the business rather than the party who has it to offer incurs that cost. Plus, good salespeople like to meet in their client’s […]

Just to let you know the feedback was overwhelmingly enthusiastic. You really connected with everyone and it was a very much needed eye opener for folks here. People kept thanking me after for this, and with that, I thank you!
   --ATI Technologies Inc.