Make the Best Business Deals by knowing your Client
An often overlooked sales method is to just know your client in a more personal way.
Normally, people do business just as good as they tend to manage their own personal lifes, so why not then look deep into the person?
I have personally took my time to know all my bosses and all the most important clients I have to deal with. I have an innate quality that when I am really interested I tend to remember each small detail about a person and I do not forget any single commentary or word from them.
This gives me a great advantage when it is time to make Business and close deals. I will even choose my clients and filter those that could be a problem in the future.
In the banking industry you need to know if people is mature enough to accept the responsibility of their decisions. If you have a client who tend to blame everyone for their own mistakes then you do not want to have him as a client. This could end up in a loss more than a profit because of the constant time expenses.
I have often said that I can tell more of about how someone is likely to react in a business situation from a round of tennis than from hundreds of hours of meetings. Maybe sports cut more directly to the psyche than protocolar dinners and meetings. It is astonishing how a game can reveal so much.
You can spot a cheater, a bad looser, a comformist, a competent or efficient person. Just keep your eyes wide open …
