Top Highlights

• “Bill, I am here for three reasons: 1) to decide, with you, if we should be working together, 2) to explain how I can help you with your business, and 3) to help you be more successful and meet your goals. That’s all I do.”
• 1.   How long have you been with ABC Company? 2.   How long have you been in the business? 3.   Obviously you have been successful—what do you think is the biggest reason for your success? 4.   How far do you get into the business-planning process? Do you have a formal planning process? 5.   What is your current product mix and do you expect that t...
• One thing you can do that will satisfy the need for left-brain stimuli, at least initially, is to give clients an agenda when you walk in.
• After a little small talk you might say, “I have a couple of things in mind to cover today. If you don’t already have an agenda for our meeting, I was hoping we could start here with [go over the agenda items]. Would that be okay with you?”
• Decisions are made by emotion. Again, how do you get there? The way you get there initially is to get people to tell stories about themselves.