The No.1 Best Seller by Lee Bartlett

Author:Lee Bartlett [Lee Bartlett]
Language: eng
Format: epub
Publisher: SpiffingCovers Ltd

6. THE COMPULSORY BASICS OF CLIENT MEETINGS

One of the first things I like to do when joining a new firm is to approach the existing top salesperson for guidance. They have already devised the most effective sales processes to overcome the challenges they face, and understanding this can save a lot of time. However, they may be reluctant to share this information, and this is fair enough because I have often felt the same way when approached by new starters. Early in my career I was a little more receptive and used to try to nurture my colleagues, but was always disappointed when their commitment fell short of what was promised and eventually concluded that there were more productive ways to spend my time. A common difference between top salespeople and the rest of their team is that they don’t need constant nurturing. We learn the basic principles from the best and make them our own. All I really want to know from the current top salesperson is, high level, what to look out for and what they are doing differently. If I am lucky then they will share it, but ultimately I will get there myself with or without their input.

Regardless of how I must adapt to succeed, there is always the need to execute the same pre-defined sales discovery process when meeting potential clients. Before sharing how I do this, what follows is a list of personal principles, beyond a firm handshake and eye contact, which collectively have always given me an edge over the competition.

The first has been met with a little controversy over the years. When first starting in sales I spoke with a strong Southern English accent. My first boss recommended elocution lessons to improve the clarity of my speech and help gain acceptance in a class-orientated industry. It was great advice that has served me well since. Not only did it improve the clarity of my communication, but it has also helped me to control my breathing and pace of speech. I have maintained a more neutral accent ever since, but still sound like a farmer after a few beers.

Second, barring natural disaster or a delayed flight, I am not late to meetings – and being on time means 10 minutes early. It is the height of bad manners to turn up late to a meeting, but I know many salespeople who don’t seem to care. This slack mind-set is one of the things, in my opinion, that brands them as average.

Third, I make a conscious effort to look good and not stand out or wear anything that might give someone a strong opinion about my appearance: no bling, gold necklaces, cartoon cufflinks or outrageous shirts or ties. The only opinion my clients should have is that I look smart and professional, and so I only wear neutral, tailored, classic clothes. This is of particular importance when selling in continental Europe, where people tend to be fashion conscious and make an effort to look smart.

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