Let’s play a game. Let’s pretend it is Thanksgiving 2012. I have just run into you at a networking event and I ask, “so what’s the best thing that happened to you this year?”. What’s your answer? Whatever you come up with is the start of your plan for 2012. Get it? What’s my point? We often start our strategic goals from a money standpoint, or looking at our goals for the previous year and see how we improved. All valid things, but you are never going to stand at a party and tell me, “I achieved all of my stated goals!”. If you do, you would probably get a “congratulations” and the group would change the subject. But, if you had a story about landing a killer account or increasing sales by some amazing number well… people would want to hear about it. And […] Continue reading
What Is Your Agenda In a Sales Meeting?
I’m trying really hard not to let this be a rant and to turn a bad experience into something positive. As you’ve guessed, I met with another sales rep today. I can tell you how long he’s lived in his house, his attitude on big box stores vs. “local” businesses (which is a whole other discussion and can be really interesting but I digress), he has a dog with a big tail, he needs glasses because his are broken, etc. If he knows how to pronounce my last name I’d be shocked. Let alone anything else. Give me a break! So what can we learn from him? Give yourself an agenda for any sales meeting you have with a prospect. What do you need to know about the person before you walk out of the meeting? At a minimum, know how to pronounce their name. […] Continue reading
Client Expectations – Have a Laugh Too
This video by RockPaperInk gives you a fun take on the client relationship and what can sometimes happen in the vendor relationship. Go ahead and watch it – it is short – I can wait. Â Wasn’t that hilarious? Â It was sent to me by a friend. We’ve been sharing tales like this recently as we each have a client playing these kinds of games. So how do you prevent it? Obviously, setting expectations up front is key. Â Everyone should understand, in writing, what is going to happen. Â But as the videos show, clients often know the rules and yet try to change the game after the fact. Â I think the restaurant is the best example. Â The prices were stated on the menu, the couple ate and enjoyed what they ordered, but now want to negotiate down the price. Â At the end, they finally agree to […] Continue reading