article thumbnail

When to Fire a Client

Iannarino

Occasionally, you acquire a new client who turns out to be one you cannot continue working with. But now, you must fire your client. Your sales conversation was fine, and there were no signs you would not be compatible, as the contacts were all polite and professional.

Clients 206
article thumbnail

Understanding Why Sales Teams Prioritize Prospective Client Qualification

Iannarino

You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your sales team. Yet, the ridiculous amount of pipeline you require makes it easy to add an opportunity with nothing more than a first meeting.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

What Kind of Client Relationship?

Iannarino

A few days ago, a sales humor profile showed a picture of a performer with a note saying the person was a sales trainer being paid $15,000 to tell a sales force that they need to build a relationship with clients.

Clients 260
article thumbnail

How to Speak Fluent Client

Iannarino

To fully understand your contact, you need to speak fluent client. Most salespeople agree that they need to speak well, but they don’t believe that listening is an even more important skill. In a sales conversation, much of your contact’s communication means more than the words indicate.

Clients 276
article thumbnail

The Oddity of Emailing Your Client

Iannarino

In the past couple of weeks, salespeople have claimed that their clients don’t want to meet with them face-to-face. One proudly declared that her clients love their virtual meetings. Another suggested their clients prefer emails. My own experience doesn’t reflect these beliefs.

Clients 207
article thumbnail

Why They Say No: Understanding Client Hesitation in Today’s Market

Iannarino

The better we learn to sell, the greater our ability to engender trust from our clients and our prospective clients. If you believe selling is challenging, know that buying is even more difficult.

Clients 154
article thumbnail

If I Were Your Prospective Client

Iannarino

If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a lot of responsibility. Nothing important in my world is handled with an email. I would tell you to call me if you have something worth my time.