10 questions to ask before your next client meeting
10 questions to ask before your next client meeting
10 questions to ask before your next client meeting - To learn more about this author, visit Ross Fattori's Website.
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Popular TV personality, Phillip McGraw (Dr. Phil), once said that, in a court of law, winners aren't necessarily decided by who has the best case. Rather, winners are decided by those who are better prepared.
At one point in his career, MGraw ran a trial consulting firm that helped plaintiffs and defendants prepare their cases for court. That's how he came to know Oprah Winfrey.
Being prepared is critical to achieving success in business - especially in sales. Here's a list of 10 questions that could help to make your client meetings more productive.
- 1. What essential problem does your client want to address?
- 2. Are there any new developments / announcements within your client's business or industry that you should know about?
- 3. Has your client recently been promoted or given new responsibilities?
- 4. How are current economic conditions or competition affecting your client's business?
- 5. Did any issues arise from a previous meeting that you could address now?
- 6. What is the main purpose of this meeting? Introduction? A commitment for an order? Relationship-building?
- 7. Have you got rough numbers, visual aids and product samples ready to present if circumstances require them?
- 8. What single idea could you share with your client that could help to improve his/her business?
- 9. What information would you like your client to share with you?
- 10. Do you know your product or service inside out?
10 questions to ask before your next client meeting - To learn more about this author, visit Ross Fattori's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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