The Challenging Meeting
Nobody is perfect and at some point there is a meeting where you are told just that. A point of clarification is needed, they are unhappy with aspects of your pricing, the project did not go as planned.
Anticipating what you think will happen beforehand, having fall-back positions when it all gets fraught, and dealing with your own and others’ behaviours are key aspects here. It is empowering effecting a win/win outcome to a difficult situation, even if the win does not give you everything you hoped for (reality check: it rarely does).
- Consider your maximum and minimum positions before you start
- Know what your alternatives are (BATNAs)
- Dealing with aggressive, or passive aggressive behaviour
- Gravitas, authority and saying what you mean
HOW WE DO IT
Let’s talk! Call us on 0333 577 0040 to discuss your speciﬁc needs and build the programme that’s right for you.
BLEND AND BUILD
we can work together on creating something unique just for you!
The Client Account MeetingThe Client Account Meeting
Everyone has these, and it is easy for them to be polite and perfunctory and, dare we say, a waste of everyone’s time. At one level this is simply a “how are you” chat about keeping things ticking along, but approached in the right way possibilities emerge. Key here is the listen and learn stage, picking up subtle clues that allow you valuable insight and, eventually, the opportunity to suggest what you can do next. Or even better, the suggested advance comes from the other party! Now that’s always nice, very nice.
The Come In and Pitch MeetingThe Come In and Pitch Meeting
Being able to manage your emotions is a sign of good emotional intelligence and a key criterion for leaders. You’re intelligent – of course. You’re good at your job – that goes without saying. You’re great at helping others recognise and manage their emotions…..are you? And do you stay the course when things get tough, in a way that’s productive and helpful for yourself and those around you? This session helps develop your Emotional and Resilience Quotients, as well as helping others through change.
First Contact: The Initial MeetingFirst Contact: The Initial Meeting
If you want to be a successful Rainmaker you need to be good at this, no matter the mood or style of the person you are meeting. It is a “getting to know you” half hour, or an hour if it goes swimmingly. This is the first time you have met so at this stage you are unlikely close a sale, though you might if you get on like a house on fire: We all get lucky once in a while. Getting in synch with your prospect by gaining rapport, balancing talking and listening, knowing when to push on from small talk to business and being authentically charming are all in play here.