Negotiations Ninja Podcast
5 Ways to Get, Stay, and Act in Front of Clients with Glenn Poulos, Ep #407
Oct 30, 2023
Glenn Poulos, author of “Never Sit in the Lobby,” shares strategies on how to get, stay, and act in front of clients. Topics covered include building rapport, active listening, and the value of face-to-face client engagement. Learn how to improve client relationships and increase negotiation success by using negotiation training and techniques like implied familiarity and active listening.
23:43
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Quick takeaways
- Prioritize face-to-face interaction with customers to leave a positive impression and gain valuable insights into their use of your products.
- Effective active listening techniques, such as engaging questions and showing empathy, can establish deeper connections with customers and create a positive impression.
Deep dives
The Importance of Being in Front of Clients
Being in front of clients is crucial for salespeople, as it allows for true selling rather than just marketing. Salespeople should prioritize face-to-face interaction with customers and avoid getting caught up in electronic tools and campaigns. Actively scheduling visits and hand-delivering quotes or products can leave a positive impression on customers. Additionally, requesting mini tours of the customer's facilities can provide valuable insights into their use of your products and any competitors' presence. Overall, being present and engaged with customers is key to building strong relationships and being a pleasure to do business with.
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