The Scent of A Buyer

Olfactory sense is important in order to appreciate taste. (An onion and apple crunch the exact same way if there’s no sense of smell and you can’t see the food. I watch the color of the coffee as I add cream to determine the right amount, I don’t taste the coffee as I add cream to test the flavor. We use touch to tell us if things are too hot (soup on our lips) or too cold (undercooked steak). We …



Whoops!

A  dangerous convict, shackled in the back of a police car for transport, nevertheless is able to choke the police officer driving the car, cause  a crash, grab his gun, force him to unshackle him, then take his cell phone and money and disable the car’s radio. There was no partition between the officer and the prisoner, and no second officer in the car. Now, what could go wrong with that? You can buy every flak jacket, piece of weaponry, …


Express Lane, Four Items Only

Why were you interested in seeing me today? If you had unlimited resources to improve just one thing, what would it be? I can help you with that, may I ask you some questions so that I can prepare a proposal? I have everything I need, I’ll have this on your desk tomorrow, can we talk the day after that at, say, 10 am?


Ownership

The intellectual capital you walk into a client with is yours, and you walk out with it. The only “work product” that the client has paid for and can keep is what, specifically, you create for that company. Don’t allow a client to pay you to work in one location and then take your proprietary approaches and simply implement them in other locations unless you’re duly compensated. You don’t buy a ticket to a movie with the expectation that your …


Methodology

Let me suggest to you that you need to focus on this sequence: Find the economic buyer, that person who can authorize a check for your value. Do NOT allow yourself to become entwined with lower level people. Use them solely as access points to the real buyer. Form a trusting, peer relationship with the buyer. Organize your approach around issues that have high import and are business outcomes, not deliverables. Focus most of all on conversion, moving from discussion to …


Trust Me

A “trusted advisor” is someone whose expertise is highly valued, in whom the client has great belief, and who is highly responsive to client questions and issues. A “retainer” is merely the monetary conveyance that pays for such access.


Backbone

When you push a book that’s on a table, the book will move. However, if you push a book that’s resting against a wall, it will not move, no matter how hard you push. With prospects and clients, are you on the table or against the wall? Are you being pushed all over the place until you drop off onto the floor because you’re unwilling to be firm and take a position and push back? Or are you against a …


The Successful Sales Meeting

Every business meeting you enter you should enter with confidence. If you don’t have this attitude, you are far more likely to have an unsuccessful meeting. It’s as simple as that. How do you ensure the confidence? Simple: Prepare in terms of content you need to know (e.g., the firm’s competitive position). Have a clear destination in mind (agreement to consider a proposal). Be prepared for obvious resistance (the timing isn’t right). Stay in the moment (don’t “think forward” about …