By: Lisa Neylon, CIS. Director of Global Sales & Sourcing, Meeting Expectations
After more than 20 successful years in the hospitality industry, I embarked on a career change. Now working for a third party meeting planning company my role is to acquire new clients, support their expectations throughout the execution of their programs, and keep them coming back.
Shortly after reading “Uncommon Sense” and attending a company workshop facilitated by Jill, I closed a major new account delivering new business in China, Germany, Australia, Canada and the US.
The CEO of a top manufacturing company had requested a presentation from our company. Rather than delivering the cookie-cutter PowerPoint that we traditionally present, we created a presentation that spoke to the needs of this client. I then got on the plane with a fresh mindset and the philosophy of, “This is a once in a life time opportunity.” I presented to 30 divisions using the techniques I had learned from the book and class. I was curious. I listened for, and from, the client’s perspective. I got relevant by connecting meaningful value and creating a value proposition unique to this specific client. I ruthlessly followed the shifts on page 25.
I have sat through endless hours of sales training, seminars and motivational gurus. What has made the difference for me is “shifting my thinking.” My lightbulb moment is the realization that too often we make the mistake of talking about what we do, rather than positioning how we can contribute uniquely to each client.
