Chapter 11Knowing When to Stop Talking, Eating, and Selling
Stop eating wheneveryone else stopseating.
Stop talking
Let’s consider again that “questions pull and statements push.” Ask the right questions, and by the time lunch is finished, you should have accomplished what you set out to do—whether you are just establishing a relationship or presenting a proposal. Asking questions about your client’s business, the climate of your industry, plans for the future, and other fact-finding queries should have helped you to establish common ground with your clients, and clue you in as to how you can best serve them. Once the business is taken care of, let go.
When I meet clients at a restaurant, I will usually finish up my proposal by letting them ...
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