Frank Yan an Account Executive of ALLDATA says as AE’s we try do our best to portray a good image. Sure, we build rapport, explain benefits tell jokes, and share other clients successes. However we as AE’s never offend anyone inside our customers businesses or our competition. Then, without even knowing it, our image could be dragged through the ditches because of a snap decision on asking the prospect to go to lunch to soon.
The problem Frank Yan describes is that we as AE’s need to be careful of is not knowing our prospect and future client. The problem is we do not have control over what the prospect may say as well as who the prospect tells about lunch.
We all make decisions that can reflect who we really are and how we do business on an everyday practice. We should all be aware and should to be careful of the decisions we make around our business decisions. In this circumstance like this where I invite a business prospect for lunch, it is a shame when the peripheral things we do and say kill opportunities we have that can sometimes takes months and build.
Frank Yan preaches, “get to know your customers first”. Within Franks career in sales at ACC Holdings, Tribecca Holdings, and ALLDATA, Frank has carefully screened all prospective customers and built the rapport he needed prior to a lunch.
No comments:
Post a Comment