You can separate yourself from competition by taking your game up a notch.  How?  Learn about your customers’ customers.

Multiple contacts in deals you pursue? How often do deals you pursue involve multiple contacts?  It can be a lot to keep track of. 

Your client’s REAL view of your meeting... Have you wrapped up a client meeting thinking it went well (or it was a mess) and found out late

Either before or near the beginning of the meeting it is good to share an agenda you have in mind.  How to get the agenda to work for you

Practicing before reaching out? Are you making good use of practice time before reaching out to prospective clients?

Your client is interested in working with you.  The overall vibe is good.  Now they ask for some information.  Your job now...help them help

Identifying the best time to contact customers/prospects. Some creativity and planning will have you successfully reaching key customer cont

Send proposal ahead of the presentation? One approach does not fit all situations.  Some ideas that can help you decide how to proceed…

Many times when you meet someone who asks “what do you do”, they do not want to be “pitched”.  A more comfortable approach...

Have you been in meetings with potential clients and said to yourself “I feel like I am guessing” or “I wish I had X information before...

Are you considering sharing some of your plans for future capabilities (e.g. new service, product, coverage of geographic area)

It is important to share bad news when it impacts the customer even when it (the issue) is out of your control.

What opportunities almost closed in the past 1 – 2 years?  Excited to try again? 

What to know about your competition

Competitors can come in all shapes and sizes. 

Your network of contacts will be a highly valuable pool of resources when you start and grow your business. 

This, as you may know, is a great way to connect with an audience full of your target clients. 

In your selling/networking effort, a big part of your role is to orchestrate the sales process. 

When you are attending large meetings, conferences, or networking events you are likely meeting many people. 

Feeling stuck on what and/or how you should ask questions regarding an opportunity you are pursuing?  An approach that should get you going.