- Be genuine – don’t try to be something that you are not.
- Show interest – in the person, their business and their business challenges
- Don’t be in a rush – but also don’t dally. Saying “Ok lets down to business straight away generally doesn’t work – but you also don’t want the client sitting there thinking ‘Are we ever going to get going here?’
- Balance inquiry and insights – balance asking questions with providing insights. Too much talking and they tune out – just all questions means they feel like they are getting the 3rd degree.
- Listen Actively – Clients generally complain that people selling to them generally don’t listen. So listen actively and listen actually
John Meacock 