From our Keynote – MASTERING THE LEADERSHIP OCTOPUS

DON’T OUTNUMBER AND OUT-TALK YOUR PROSPECTS!

Let me list quotes received from our survey of companies and firms:

• Sending too many people to a meeting;
• Offering to manage and handle what we already have;
• Relying on good results but not building our relationship;
• Not being prepared for the meeting;
• Lack of business etiquette, i.e. taking calls!!;
• At a meeting, talking among themselves.

REMEMBER – GOOD QUESTIONS SELL BETTER THAN GOOD ANSWERS!

Here are some positives to emulate:

• Set the agenda with the prospects at the beginning of the meeting/call/zoom;
• Start with a quick overview of their need and your proposal;
• Underscore how you will be accountable to them;
• Let them talk!!!!!

FOOD FOR THOUGHT:

1. Think of a client and identify their most significant corporate need;
2. Have you studied who and how often they have retained other firms or companies?;
3. If a proposal is rejected, do you know how to MAXIMIZE REJECTION?

REMEMBER “YOUR BRAND IS WHAT STAYS IN THE ROOM AFTER YOU LEAVE THE ROOM” — Jeff Bezos, Amazon