Partners in Performance Blog

Client Sales Meeting Failures: The #1 Cause

Client-Sales-Meeting-MistakesDo your client meetings sometimes get derailed? It’s probably because of this one flaw in your sales process: the way you opened the meeting. You have to take control both at the start by setting the context of the meeting, as well as at the end, wrapping up with clear next steps.

I see this failure to open and close meetings properly happen all the time. And I know you do too. This one thing is done so poorly and inconsistently in client sales meetings, that it’s a #1 cause of “no … Read More

Gaining Client Perspective – From the Eyeballs of the Client

Client-PerspectiveUsing ‘Perceptual Positions’ is a powerful way to mentally shift into your client’s shoes and gain that powerful client perspective. But here’s what I recently learned when I actually physically experienced the world from my client’s perspective. It was astonishing!

A new prospect phoned me to let me know she was interested in purchasing my video training on ‘13 Expert Tips for Creating Truly Persuasive Presentations’. She expressed frustration because the information page lacked clarity about what she was actually buying and in what format. Yikes! I was very grateful for the … Read More

Referral Tips: How to Ask a Client for a Great Lead

Generate-LeadsThis is the third post in a series on referral marketing. In our first post, 3 Reasons You’re Not Using Referral Marketing for New Leads, we explored how our mindset gets in our own way. We then focused on when to ask a client for a referral and the importance of specificity. In this post we’ll look at how to ask a client for a referral, so that it actually turns into a great sales lead.

Early in my career, I used to marvel at ‘Susie’ who was consistently the top sales … Read More

Ask for a Referral from Your Client: Have Good Timing & Be Specific

Referrals-WelcomeWhen is the best time to ask for a referral?

When you have delivered value and have demonstrated your abilities to impact behaviours and results, then you have earned the right to ask your client for a referral.

This can happen any time during a client engagement:

When you’ve delivered a great idea When you’ve had a great consulting session When they express appreciation for your work Most certainly the end of a successful project is a natural moment to ask

You would never forget to send a client the invoice for … Read More

Deconstructing Big Whopper Sales Mistakes

Sales-MistakesOne of my colleagues was recently lamenting about his frustration in a sales pursuit. To me, he committed two really big whoppers of sales mistakes. He was not successful in securing the business with a client he wanted, which is a shame. The prospective client had a tough problem which could have been alleviated with my colleague’s help.

For Fred, my colleague, it was not only a lost sale but a missed opportunity to contribute his unique expertise and make a positive difference. By all rights he should have won this business. … Read More

Your Email Is (NOT) Important to Us!

E-Mail AttachmentWhen an email starts with “Your email is important to us,” you can be sure it’s been generated by an automatic responder system. In other words, it hasn’t been written specifically to you by some attentive person who’s actually read your email. It’s a lie.

And yet how many of us write personal emails to clients and people we do business with – i.e. real people – and sound just as phony, just as impersonal? Worse, we write emails to clients that address our own needs and interests with little attention … Read More

Your Daily Sales Habit

Glass of water with ice, lemon and mint. Isolated on white backgWhat are your daily sales habits? How do you kick start each day to ensure you have a productive, results focused day? Do you get lost in your email? Do you grab a coffee and chit chat with friends?

Every morning I wake up and have a glass of water with a squeeze of lemon juice. It’s supposed to be good for the liver. What’s more important to me is that this daily … Read More

The #1 Mistake in Handling Sales Objections

Sales-ToolsThink about a recent sales objection that you’ve encountered, one that typically surfaces in your selling world. What do you do when presented with a tough objection? Do you jump in to answer it with a convincing statement?

If so, how is that working for you? Likely, not very well. Here’s why.

Telling is not selling

We know that questions persuade more powerfully than any other selling skill. We know that ‘pitching’ our ideas, products and solutions without getting grounded in clients’ needs beforehand makes it next to impossible to position value.

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