The Art of the Client Interview

By Michael W. McLaughlin

Not long ago, I was asked for the one piece of sales advice I thought was essential for selling professional services. Naturally, the usual things popped into my head, like building trust and rapport, and keeping the client’s interest at the center of the sales process.

But as I thought further about must-have skills for winning the professional services sale, mastering the art of the client interview ended up at the top of my list. Whether you do it by phone or a personal visit, a sales interview with a prospective client kicks off the sales process and sets the stage for what—if anything—you will get the chance to do for that client.

First Impressions Are Tenacious

A client’s first impression may not last forever, but starting off the sales process with a good impression sure beats having to overcome the fallout from a poor one. Creating that positive first impression means emphasizing substance over technique.

Instead of relying on canned sales questions, PowerPoint slides, and body language ‘techniques,’ lead clients through an insight-based discussion of their issues. You may not win the ‘Smooth Salesperson of the Month’ award that way, but the client doesn’t care how many awards you get.

Of course you’ll need a few questions to get the conversation rolling, but expect to develop most of those questions as your understanding of the client’s issue evolves. And if you’re ever tempted to ask a client, ‘what keeps you up at night,’ cover your mouth and count to ten.

When you first make contact to discuss a project, clients are likely to view you only as a salesperson. That can be a tough impression to shake. Use the power of insightful questions and discussion during the interview to shed the salesperson label and replace it with that of business adviser. That will add immeasurable strength to your sales process.

read more: http://mindshareconsulting.com/art-of-client-interview/

'Sherlock Holmes, Consulting Detective' vol. 7 released

Airship Productions has released the latest volume in its “Sherlock Holmes — Consulting Detective” series. The books, of which this new release will be volume 7, set out to recreate Holmes mysteries in the Conan Doyle style.

"One of the reasons this series has done so well for us," said Airship 27 Production's co-founder and Managing Editor, Ron Fortier in a news release, "is that we offer readers no-frills, straight up mysteries done in the Conan Doyle style. There are no fantasy elements in these adventures. No Martian invaders, no vampires or other such nonsensical elements. Simply old fashion puzzles that the Great Detective must solve with his brilliant intellect and powers of observations. All, of course, are narrated by his loyal friend, Dr. Watson."

See the full release from Airship 27 below. For more information, visit http://airship27.blogspot.com/

NEWS RELEASE

Airship 27 Productions, a leading publisher of New Pulp fiction is thrilled to announced the release of the seventh volume in its bestselling mystery series, Sherlock Holmes - Consulting Detective 7."

Thick fog envelopes the streets of London and nefarious agents set about their evil plots and schemes. Murder most foul rears its ugly head and baffling mysteries confound the good men of Scotland Yard until they've no recourse but to call upon the greatest Consulting Detective of them all, Sherlock Holmes of 221 B Baker Street.

"One of the reasons this series has done so well for us," explains Airship 27 Production's co-founder and Managing Editor, Ron Fortier, "is that we offer readers no-frills, straight up mysteries done in the Conan Doyle style. There are no fantasy elements in these adventures. No Martian invaders, no vampires or other such nonsensical elements. Simply old fashion puzzles that the Great Detective must solve with his brilliant intellect and powers of observations. All, of course, are narrated by his loyal friend, Dr. Watson."

read more: http://newsok.com/sherlock-holmes-consulting-detective-vol.-7-released/article/5394175

Business owners share resume skills, advice

Need resume help? Check out the free assistance offered by volunteer members -- many of them active or retired small business owners -- of the Resume Review at St. Hubert's Jobs and Networking Ministry.

Based in Hoffman Estates but working through a network of about 30 suburban churches, the St. Hubert's Ministry is a broad jobseekers' support program founded in 2003 by Bob Podgorski, now principal of RPP Enterprises, a career programming consultancy in Hoffman Estates.

Chances are you'll find the people seeking -- and sharing -- resume advice are a lot like you:

• Senior C-Level executives to maintenance workers, is Podgorski's description.

• High-level engineers, computer people, waitresses, says Larry Prentis. "Most have no idea of what to do" in their job search.

Prentis is principal, LJP Services Inc., a Bloomingdale IT staffing and consulting business.

• Bob Placko's most recent review session included one individual out of work just a day; a Mom returning to the workforce after 14 years at home; and a father accompanied by an adult daughter. Dad needed a resume for the first time in 59 years.

Placko is a retired senior vice president of HR at Motorola Inc., Schaumburg.

Podgorski calls the review process a "bakery system. People come with their resumes, sign in and take a number. When a reviewer is free, the next number is called" and the reviewer and jobseeker get to work.

read more: https://www.dailyherald.com/article/20150216/business/150219377/