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 workspace. They see more and learn more by being at your site than somewhere else.
But here’s a question for you, clients.
When would you go to a salesperson’s office for a meeting?
It’s not such a bad idea to meet at your salesperson’s office, especially if you think there is a good chance you’ll be working with them.
- You’ll actually see and meet the rest of the team who will be providing your service. You’ll often get better service from the support staff if you are more than just a name on a list, or worse, a number in a spreadsheet.
- Often, you’ll get a chance to meet the sales manager or someone at the C-suite level.
- It’s a way to show commitment to your service provider. People appreciate that.
- You can learn a lot about your sales representative by seeing his or her office and how their colleagues relate to them.
- And, you can get up and leave when you think the meeting is over. It’s easier to execute your own departure than to shoo a tenacious sales person out of your offices.
- Try it.
The ideas from this post come from Tim and Tim’s book Never Be Closing.