Motivational SpeakersDebbie Mayo-Smith international inspirational motivational how-to speaker technology, time management, improving business performance, Sales, Marketing, Time Management, Productivity, Technology, Tips

Notice what's important to them

One of the original IBM sales training tips was to look on the wall when going to a potential customer’s office. Note what is there or on the desk. This will give you an in for conversation – children, sailing, vacation, pets.

Bonus – You hit customer service genius when you enter this information in your database. If they love hockey – and you see a book on hockey – can you imagine what they’d think if you bought it for them?

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