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12 Traps To Avoid In Meetings With Clients & Prospects


Here are the traps for trainers to avoid in meetings with clients or prospects, extracted from my twitter tips.  Have a read, assess whether you are guilty of some of them and think about how you can adapt and strengthen yourapproach in these meetings so that you increase your chances of winning the work.

1st trap:

Trying to redirect conversation back to your areas of expertise and offerings. Guilty?

2nd trap:

Talking too early about your business, your products, your services, and yourself!  Guilty?

3rd trap:

Having a standard portfolio or sales brochure.  And a standard presentation.  Guilty?

4th trap:

Investing insufficient time to truly research the client organisation and needs.  Guilty?

5th trap:

Inwardly having your own needs as the top priority rather than those of the client. Guilty?

6th trap: 

You feel uncomfortable with silence and try and fill it if it occurs.  Guilty?

7th trap: 

Your question technique relies on closed questions to direct dialogue.  Guilty?

8th  trap:

Being either too ‘touchy-feely’ or too concerned with facts. Guilty?

9th trap:

Trying to sell to or even compete with client from a position of authority.  Guilty?

10th trap:

Poor preparation which doesn’t allow you to flex into multi-perspective dialogue.  Guilty?

11th trap:  

Sounding like you are selling instead of helping.  Guilty?

12th trap :

Sending a proposal too quickly without a ‘shared understanding’ email first. Guilty?

By the way, Twitter is a fabulous way of getting known, liked and followed.  You can get connected, get your voice out there, make great friends and get in front of corporate clients.  So do join if you are not a member.

Food for thought for trainers I hope

Speak soon.


Alison Miles-Jenkins

How to Market Training

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