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How To Open A Conversation With A Buyer

How To Open A Conversation With A Buyer

Many consultants don’t know what to say after “hello,” and you only get one first impression. Here are some ideas for how to break the ice, control the conversation, and get down to business:

I have three objectives today, and I’m sure you have some, too. Why don’t we share those now and then use our time productively to deal with them all?

I’m always curious when I meet someone under these conditions: What prompted you to meet with me today?

Are you having fun in your job?

I’ve been using your products (services) and they are outstanding. I have some ideas about how you can exploit your customer base even better and promote some positive media attention. Would that be of interest?

If you had to choose solely one issue as your greatest priority for the next few months, what would it be?

If I could do one thing for your organization, but just one, what would you like it to be?

Do you think your customers’ perception of your firm are the same as your employees? There is research that shows that employees often believe customers think less of the organization than they actually do.

What’s the most successful initiative this company has launched over the last year?

Is most of your time here spent on problem solving or innovation?

What’s the greatest opportunity facing you in the near future?

© Alan Weiss 2012. All rights reserved.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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