Not Doing your Homework – Part 1

Let’s examine five opportunities for improvement that you can experience that could challenge a deal with a client: Not meeting the client’s expectations: Why?  Did you not do your homework or do a thorough discovery process? Did you not include the proper individuals or departments? Mishandling a client crisis: If you need a subject matter expert to compliment you—get one! Again—preparation is key! Taking on more than you can handle: Make sure you bring the resources with you that you need, and identify gaps and fill them with the right mix of expertise for you to be successful. Make sure

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Keep the Momentum Going by Nurturing your Primary Client Point-of-Contact

In the last post we talked about negotiating with your big client and how to nurture and build on the relationships you are creating. In this post, we will discuss the power your client has and how to utilize that for your benefit. One of the most important aspects of this is to keep your champion singing your praises. This refers to the ally you created within the company and who needs to stay loyal to you for you to continue a profitable partnership with your client. You can keep your champion going by offering number of things to show

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That First Meeting with that Big Prospect (and Winning with a Client’s Voice for your Company)

There are a few things you need to do and consider to prepare for your first face to face meeting: Vet and capture what you want to accomplish during the meeting. Anticipate potential concerns from the client. Check and recheck to make sure you are completely prepared. During the call/meeting, listen more than you talk. Bring applicable support staff with you. Use and respect the prospects’ format. Always follow through with your to-do’s. Ask for what you need and seal the deal. Take the angle to simplify your prospects’ life. Find ways to boost your credibility. Build and nurture relationships

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Who’s Your Most Appropriate Sales MVP for the Job at Hand?

In the last post, we talked about making first contact with your prospective clients and how to make a positive first impression. In this post, we’re going to talk about feeling out the personality of your prospective large clients to match them with the appropriate salesperson. You need to do this in two steps: Profile your salespeoples’ personalities. Match the right salesperson to your target prospects. There are essentially three different selling personalities: The Sage The Pal The Pit Bull The Sage This salesperson offers knowledge, experience, comfort and trust. They can make a concerned customer feel at ease. In

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First Contact Equals First Impression!

In our last blog post, we talked about how to capture those large clients and prepare for the first contact you’ll make with them.  Remember that: This first contact is essential to your success. You need to instill confidence in them. They need to know you can fulfill exactly what you are offering on time, at a good price and at the quality you promise. Today, we’ll actually go through the correct approach and how to make that perfect first impression. Before you put together your approach plan, you need to create the prioritized list of prospects. Take a look

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