For Sales professionals, more than ever, interactions with clients need to be meaningful and bring mutual value.
To illustrate the statement, allow me to share a real-life example.
Some time ago, the CTO of a large company was invited to an international sales kick-off to provide the audience with a “client perspective”.
The whole intervention was great, however two sentences were priceless:
#1- “When meeting with me please keep in mind that my time is precious. Do not ask questions you could have answered by simply checking our company website”.
#2- “Nature has gifted you with one mouth and two ears, please respect the ratio when you talk”.
To this day, this is the sharpest sales advice ever received from a client.
Note that this client could very well have added:
#3- Don’t behave like a “talking brochure”, don’t repeat to me what I’ve already read.