Are You a Lean, Mean Selling Machine?
Establishing a good rapport is important to Farquharson. "If I click with them, that's one of my priorities that I'm looking for," he said. "If someone is very quiet and gives me no feedback, I can't sell well to them."
3. Work together
All of the effort you spent fine-tuning your process will be for nothing if you and your client aren't on the same page. "I think within our industry, relationships are so important to form," David said. "I think it's detrimental to just jump in without knowing somebody. I think that you need to be able to have your own agenda and questions to evaluate an end game, and until you're on the same page with someone, neither of you can be very effective."
Brendan Menapace is the content director for Promo+Promo Marketing.