When you meet a new client, give before you take

The video discusses the teachings of Roger Koerner, emphasizing the importance of building trust and understanding client needs in sales. It highlights a case study where Roger's approach led to a successful client relationship by focusing on the client's immediate concerns rather than pushing products. This strategy, although time-consuming, resulted in a profitable and mutually beneficial partnership.

What is one of the key lessons Roger Koerner taught about selling?

• Avoid building trust with clients.

• Focus on short-term gains.

• Give before you take.

• Always prioritize your product over client needs.

Why is it important to do your homework before meeting a new client?

• To impress them with your knowledge of your own products.

• To understand what is important to them and tailor your approach.

• To ensure you can sell as much as possible in the first meeting.

• To avoid any difficult questions they might ask.

How did Roger Koerner approach the telecommunications client?

• By ignoring the client's current issues.

• By offering discounts on all services.

• By addressing the client's immediate concern of falling profitability.

• By focusing on selling the most profitable services.

What was the outcome of Roger's approach with the telecommunications client?

• A quick sale with no long-term relationship.

• A failed attempt to sell any services.

• A long-term, profitable relationship.

• Immediate success in selling all services.

What does Roger's example teach about effective selling?

• Avoid discussing clients' current issues.

• Listen to clients and position yourself as a trusted advisor.

• Always focus on your own sales targets.

• Push your products regardless of client needs.