entertaining your client at lunch really revolves around two things:
that you have previously established Rapport with them so that they feel comfortable having a dialogue with you. It would be handy if you had some common ground to talk with them about too. football, baseball, golf, tennis, children, food, mothers-in-law whatever
AND
being tuned into THEIR radio channel, which is WIIFM ... "What's in it for ME"
Either talk about what they want in a business sense or get them to talk about themselves.
There are some things you can do about the venue as well:
call the manager directly to make your reservation
request "special attention" (tip beforehand if needed)
pre-handle the bill
I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.
My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino
Testimonial
The info is very helpful and productive... Gurbir Singh
