A couple of days ago, my business partner and I attended a meeting with the Group Head of Human Capital Management of one of the banks.
Although a very pleasant lady, she put the ball entirely in our court, thereby forcing us to do most of the talking for the first five minutes. Conscious that we were doing far too much talking without a clue as to what was going on in the mind of the lady in front of us, my business partner cut me short in mid sentence and said to her;
"You know what, we obviously have a fairly good idea of how your participation in our upcoming conference can add value to your organisation. But what's more important is how you see it. Does this conference interest you? And in what way do you think it can add value to your organisation?"
The Group Head smiled, and then proceeded to give us her views on Sexual Harassment in the Work Place, as well as how she believes her organisation can contribute.
Not only did we build considerable rapport with her, but we were able to tap in to her views, desires, and needs.
Think less of giving a Perfect Sales Pitch, and more on Listening, Conversing, Identifying What is Needed, and how you can Add Value.
Below is today's CEO Sales Tip
"A good sales person always watches very closely the body language of the prospect, the environment, his / her mood, and those around him /her, before going in for the kill." Joseph Edgar, Managing Director / CEO, Aquila Asset Management
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