Quiz: What's the Best Icebreaker?

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  1

  Bernieh

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  If an ice-breaker is needed, I always make sure to have looked through the company's latest Press Releases or announcements ahead of time and ask what kind of reaction they've had. The "C" level Exec can talk about something you know they are interested in - or at least have been briefed on - and by asking, you let him/her know you have done your homework for the call. And generally, if you pick the right thing to ask about, a good segway point for starting the presentation will emerge.

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  2

  Ian P

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  If your movies are to be believed, in both LA and Miami business waits until after the first line of Coke

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  3

  ingoodcompany

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Ian, what if the exec prefers Pepsi?

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  4

  NURREDIN

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  I tried snorting coke once and I damned near drowned.

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  5

  NURREDIN

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Seriously,getting someone to talk about themselves,their
  interests,and their life philosophies works whetehr you're trying
  to smooze into a sale or getting to know a potential life
  partner.People who believe you're genuinely interested in them
  and what they do are the easiest to persuade. Just shut up and
  let them ramble on,then take the order.

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  6

  Dusan245

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  for C level,
  1. appreciate the process of becoming a CEO (or a day to
  day struggle)
  2. empathize with them on the matter with a joke, a good
  one, make sure its uplifting rather then "crying laughter".
  3. more difficult part is no.3, making another joke and link it
  with a future development possibility "the sales joke"
  
  
  "You are harder to reach then the President!" They are C-
  level, there no problem in reminding them of it
  
  "You know, i made a funny piece of technology and even an
  more ridiculous looking machinery that goes with it."

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  7

  Dusan245

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  GLAD YOU ARE READING! IT GETS BETTER:)
  
  4. Instead of following with the sale, you change topic, and
  already you have the interest on you side to hear more about
  the funny looking machinery/service you are selling, make
  sure you say enough, time is also on your side but don't
  waste it, it takes them 2-3seconds to want get serious so
  you want to keep them ready for the next joke
  
  - yes career is a good choice
  
  p.s. if you can both have fun and stay serious you will
  surprised how quick you make the sale, how quick you have
  the answers to your questions and how much you can learn
  from them, THE CHESS BOARD IS MOVING QUICK, KEEP UP
  AND STAY AS INTELLIGENT AS YOU POSSIBLY CAN, it will be
  well appreciated
  
  
  

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  8

  thecurvyjeweller

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  dusan245
  
  Well I was interested in reading but your grammar made it very difficult.

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  9

  mohammad slamet

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  My experience is commenting about the knickknack, especially
  which connected to the customer activitiy,i.e. golf award or
  championship plate, or the last appearance of him in the local
  newspaper...it is also an opportunity to move closer privately
  becuase then he will tell his own history....then after sometime
  we move to business.

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  10

  dickhurts

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  I like to offer my prospects a cigarette, then light one up in their office. This really endears people to me.

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  11

  HerbSpeaks

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Crazy as it may seem, I like to jump right into my own personal story: "It's a pleasure to be here with you today, sir. Your office is like an oasis of calm, miles away from the sea of madness right outside that door." Of course, the client will query as to what you mean. Then you drop the bomb: "Well, sir, my wife recently told me that she's leaving me for a younger woman." He will undoubtedly say, "Wow...that's quite a shocker." At which point you explain further that this younger woman is your girlfriend...So it's a colossal double-whammy." Then, while his mind is racing thru all the sexual opportunities that could be presenting themselves to a man in my position....I make casual reference to those "knick~knacks" and how I'd always dreamed of having a life like his: The perfect wife, the kids, the position....and then I smoothely segue into...."Sir...it's not about MY life going to hell in a handbasket. It's about me making your life and your company and your positon the very best it can be. That's my reward. That's my journey. That's my mission. That's my joy. Let me show you what I've got here for you....." To quote Emeril Lagasse: "Bam!"

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  12

  rebeccaking

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  herbspeaks..... If I had someone come into my office with a story like that I wouldn't buy anything he was selling. To me anyone who is that eager to throw their personal life on my desk like that has more personal problems than I am willing to entertain. I don't want a total stranger throwing their baggage off on me I just wanted to hear about the new widget you have and what it can do for me.

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  13

  smahmud

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  HerbSpeaks,
  That was AWESOME. I'ma gonna try it. If it doesn't hook them, then they aren't MY ideal customer. Formalities aside, business is about relationships. If the client is a dead fish, FIND ANOTHER CLIENT. I mean really, do YOU want to provide service to a dead fish? I DON'T!

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  14

  lam322

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  HerbSpeaks,
  I just have to say, if you are unable to make your life the best it can be because, as you openly admit, it is going to hell in a handbasket ... do you really think I would trust you with mine???

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  15

  HerbSpeaks

  09/17/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  1. To Ms. King: The error of your ways is showing right through your repressed emotional feelings. Just listen to the words you're using: "Throw...on my desk"; "total stranger"; "throwing their baggage off on me"; "my widget and what it can do for me". Phew, girlfriend...I need a cigarette just listening to you yell at me! You're buying...and you're buying BIG.
  
  2. Smahmud: High 5, dude. You're on the right track. Go buy yourself a fancy wristwatch.
  
  3. Lam322: Perhaps Lame322 would be more appropriate. I'm NOT asking you to put your life in my hands. Allow me to replay the final scene: "Sir...it's not about MY life going to hell in a handbasket. It's about me making your life and your company and your positon the very best it can be. That's my reward. That's my journey. That's my mission. That's my joy. Let me show you what I've got here for you....."

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  16

  Mark Wayland L3F

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Geoffrey,
  Based on your alternatives and the comments so far, I'd like the subject of your next article to be "how selling has changed in the last 10 years". Reading the whole posting it appears that the article would be one word, "nothing". In fact I bet that if you go back to the stuff you wrote in the 80's (or even further) and published it again, no one would know the difference.
  
  What disappoints and frustrates me is that your answer (in these kinds of surveys) always has a qualification to the original question. That is, "If you ask a perceptive question". The whole correctness of your answer falls flat if the question is a lame one.

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  17

  Ian P

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Herbspeaks
  Did you learn your sales techniques hustling on the streets?
  Your style would make a conman blush.

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  18

  Lucian C.

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Weakness of the career/personal approach is that you need to get your act really well to get him believe you're genuinely interested on that matter. If you're not a good 'faker' you'll just bump into trouble.

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  19

  Damienra

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  To Herb.
  Sorry man, if someone had to begin some sort of meeting with that opening line it would take a lot to get me interested in his product/service. No-one likes to feel sold and a generic opening line like that smacks of not being able to relate to me individually and so has a stock standard opening line regardless of the person. Lets say the person has a picture of his kids but is divorced and his family live away from him (not uncommon at al these days), your opening line has fallen flat and his perfect life etc etc is now an awkward moment. For the purpose of the meeting we're there to do business and move forward, out of the office we can go grab a couple drinks and joke and laugh but as a first impression I want to know that the person can relate to me personally and doesnt bring his personal life (even in the context of an opening line joke) into the work place.
  To be honest and no disrespect intended, at that point in time, in my office and about to set up a meeting with potential supplier/partner I dont care whether his wife left him for 5 twenty year olds or his mother-in-law has had hip replacement surgery. If/When we meet in different circumstances I will be interested and likely concerned but at that time and that place (in the office) I'm sorry to say I'm not interested.
  In my mind we're there to meet, cut the cr@p and sales speak, we need to agree that I need your product/service and that we can work together and then we go out and celebrate. Tell me whatever you want then, but to open like that would put me off from the start.
  But then again I realise we're all different so I hope this does work for you. Maybe just bear in mind some potential, very good customers may be put off by this approach. These days, any customer is a customer you want and to write one off because he doesnt like your rehearsed opening line joke is shortsighted in my opinion.
  All the best

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  20

  TimeaKeller

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  What, if once, for God`s sake, we try to be instinctive, ask some smart questions and find out a "customized" ice-breaker. What works for one, might be annoying for another. What might bring a signed contract, using it with the "wrong guy", can put hurdles in our way. There is no ultimate ice-breaker, as there is no ultimate sales call. Even if we want to beleive in statistics, i think everyone who ever worked in sales knows that the time to get the sales done might vary on a large scale. No matter how good your interpersonal skills are, there are still aspects like sympathy & Co., so you might never break the ice. At the end of the day, we are dealing with human beings.
  
  Still, i find it a very good idea to ask people what they think about certain topics, and to motivate for further discussions. That`s what this forum is all about.

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  21

  Geoffrey James, Sales Machine

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Re Note 18:
  Wouldn't it just be easier to actually BE curious about the prospect, rather than to go to all the effort of faking it? In my experience, the best sales pros are insatiably curious about people and find them fascinating. I know that some of the most interesting people I know work at jobs that most folk might consider a bit boring.

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  22

  Geoffrey James, Sales Machine

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Re Herb's icebreaker:
  He's pulling your leg. That line would never work, even if the story were actually true.
  
  If the prospect believed it (unlikely), he'd know that you were unable to 1) assess the character of people in your life, 2) remain faithful to your commitment, 3) be discreet. Who buys from somebody like that?
  
  In any case, the segue is so awkward that nobody would believe it. So Herb is just having some fun proposing the silliest icebreaker he could devise.

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  23

  bull trout

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  I thought what herb had to say was a scream and for all you folks who took it seriously, take a pill.
  
  Thanks for the laughs herb
  
  btrout

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  24

  micka57

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Ditto bull trout... kudos herb for making me laugh out loud

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  25

  marysue01

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  I agree with btrout! I would not have bought from Herb, but he sure put a smile on my face this morning reading all the comments. Good luck fellow sales people!

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  26

  HerbSpeaks

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Blessings and Gold Ice Buckets to you Mr. (see-thru-the-) Bull Trout and, our Master of Ceremonies, Mr. James! I was joking...but not 100%. I have found, in my many years of (successful) sales experiences, often times it's been a left-of-center approach, not-starched-shirt, great sense of humor, excellent sense of timing etc. "un-formula" that not only makes "the" sale...but also creates a relationship that pays dividends and lasts for years. And....in the mantra of Godfather Seth Godin: "Always Be Authentic!" Let's keep this one going. It's my birthday, today. Lots to do. See you all soon : )

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  27

  DCDAdvancedTech

  09/18/09 | Report as spam

  Asking About Career

  The choice concerning asking about the C level person's career is misleading. In the example given, you are really asking them about them selves! It is related to their career, but not about the career specifically (..."so are you up for a promotion soon?").
  
  Yes, commenting about THEM and their activities in a positive way does show you did some research on THEM. This is flattery and if done right can be very effective.

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  28

  markd28@...

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Ultimately it's all about stroking the clients/prospects ego - you
  get him to talk about himself which then makes him feel good
  and hey presto he likes you = rapport -easy!
  
  If you don't understand this very basic sales psychology you're
  either a sales novice or an amateur!

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  29

  coakes@...

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Herb, Herb, Herb...How is it that I can mentally place you right now in several of Tom Cruises's (earlier) movie roles?! Magnificent! And, Happy Birthday!

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  30

  SteveRider

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  This was pretty good and herbspeaks made it exceedingly enjoyable. Offer a cigarette was hilarious too. Anyway, I agree with the idea to get them to talk about themselves.
  
  Many years ago when I had many sales people calling on me, whenever I had a new rep calling, I would put on the ugliest tie I could find. It was a green paisley, polyester, super-wide vintage 1970s tie that I picked up at the Salvation Army. I would wear it with whatever suit I had on. I would have the meeting and I would watch the rep and his reaction to my tie. If the rep didn't ask about my tie at the end of the call, I'd ask them "I see you were looking at my tie during our conversation, what do you think of it?"
  
  One rep, got it right. He hesitated for minute then he blurted out it was the ugliest tie he had ever seen. Which was the right answer because I was tired of reps who just told me what they thought I wanted to hear. We became good friends and we bought a lot of product from him.

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  31

  hsteck-yeaton@...

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Asking about someone's career is close enough to a personal conversation and close enough to a business discussion that it leaves the door open for the customer to steer it whichever way they're inclined. If he's a cold fish, he'll steer you back to business and if he's not he can segue into talking about his kids, his wife, and his favorite hockey team. Either way, you know where you stand.

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  32

  HerbSpeaks

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Mssrs. Coakes and Rider: Thanks for the kudos and well wishes.
  And, I love the "ugly tie" conspiracy. Brilliant!
  To hsteck-yeaton: I'll call your "steer and cold fish" angle the "Surf & Turf" Close. Just be careful with the hockey talk. You're skidding on thin ice of the guy just doesn't give a puck.
  Later, dudes.

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  33

  YesSure

  09/18/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Herb, I can attest to the utility of your icebreaker. It works even better with photos, as long as your girlfriend doesn't resemble the prospect's wife.

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  34

  HerbSpeaks

  09/19/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  YesSure....YesSurely you (as did I) jest. Referencing the comment of my new best friend "Coakes" ...If I'm a young "Tom Cruise" (which I flatly state I am not), my fantasy "young girlfriend", who has chosen to run off with my (soon to be ex-) wife, is waaaaaay younger (and hotter) than my sales prospect's wife. My fantasy girlfriend is Vida Guerra. GOOGLE her. My wife and I have very good taste!
  
  P.S. Yesterday was my birthday. I had mentioned to a buddy that I wanted a new CD copy of Blood Sweat & Tears 1st (pre-Spinning Wheel): "Child is Father to The Man". He gave it to me last night and I have it playing right now. Stunning music. Treat yourselves - Buy a copy: http://www.amazon.com/Child-Father-Sweat-Tears-Blood/dp/B00004XSVL/ref=sr_1_6?ie=UTF8&s=music&qid=1253361476&sr=1-6 .
  
  And, if you're a live music fan, REALLY treat yourself and buy David Gilmour (Pink Floyd) Live at The Royal Albert Hall. It's beyond excellent. The punchline is the final track: "Comfortably Numb" which he performs with David Bowie. Amazon.com: David Gilmour: Remember That Night - Live At The Royal Albert Hall [Blu-ray]: David Gilmour, david mallet: Music

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  35

  MsAlden

  09/20/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Using the office knick-knack as a cue is actually the correct answer, at least for a female rep, and especially if the prospect is male. I believe women sound phony using a sports metaphor no matter how authentic their interest, and inquiring about career is more a topic for the first meal with the prospect. Sexism does work both ways; establishing a relationship and a cordial atmosphere is primary for the initial sales call, and for a woman, it is smart to play it warmer and less serious to quietly gain the upper hand. An innocuous and respectful comment about some item the prospect cares enough about to display is a great way to break the ice since it allows the prospect to set the tone and relate as much or as little information as s/he he desires. It is expected that her interest will lie with family/children. The rep listens well and figures out the next move. A woman will always have more power by being cool or even playing a little dumb at the start because she is invariably underestimated in the world. But the name of the sales game is building relationships, and noticing details is the best way to start, at least for a woman. Mentioning sports or getting into anything about career advancement immediately sets a competitive tone, and that interferes. I think it truly is different for men and women. We actually do have the advantage for building relationships -- but what can we do since we don't wear ties?

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  36

  rebeccaking

  09/20/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  To Ms. King: The error of your ways is showing right through your repressed emotional feelings. Just listen to the words you're using: "Throw...on my desk"; "total stranger"; "throwing their baggage off on me"; "my widget and what it can do for me". Phew, girlfriend...I need a cigarette just listening to you yell at me! You're buying...and you're buying BIG.
  
  HerbSpeaks,
  Wow I have to say that I am completely amused by your response. I do respect you for being able to think outside of the box in your sales technique. I also have to admit that I do like your sense of humor. As for the cigarette.... I think I'll go have one myself now.

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  37

  billseeds

  09/21/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  This is really not that hard a question. First off I must assume that the person who wrote the choices for icebreakers was just wondering if anyone was paying attention. None of the choices was the best way to warm up a C-Level prospect. But, let's just accept that for the exercise we must choose one. To start we must know that a C-Level prospect is probably a no nonsense individual and will lilley test the sales person to see if they are good and as a result if they are someone he desires to do business with. Many of the sales methods we taught uears ago are not going to be effective anymore. So the spot something in his office is transparent and will not get you far....remember the quiz says he has cooled down se we know he is testing. Asking about his career might work better if he was smiling and open but we have been told this is not the case. Jumping right into the sales call is tough because our 20 second opportunity may be hitting a closed door which we have yet to open even a creek - note here if we have the best sales opening that hits him where he wants this could work but check your ego at the door because unless you really have inside info on this guy you are likely starting before he will be listening. The best option given is the shared cultural event, however if its a sports team that lost you begin on a negative note. The shared interest at least establishes some common ground although maybe a weak one unless his passion is really strong. The best option, not ofered, is to have researched the company and open with something about the company with emphasis on something the company has done well. A C-Level person will be proud of the accomplishment and will at least see and respect that you cared enough to check. A C-Level man will like that you did some research and showed him the respect by preparing. It also shows you care more than just impressing him with your product and desire for your commission. Once you warm things up with this approach you need to let him know that you are interested in partnerships that are win win before you get into your product and the sale. Buyers are easy but C-Level are wanting skilled sales people who care enough to be professional and who care enough to prepare.

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  38

  Geoffrey James, Sales Machine

  09/21/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Re Note 37:
  Quote: The best option, not ofered, is to have researched the company and open with something about the company with emphasis on something the company has done well.
  
  This is actually a pretty good idea. However, suppose the thing that the company did well had nothing to do with the executive? Or represented a victory for the executive's enemies? Better to mention something that you're specifically sure is tied to the executive, which means something about that executive's career. Making it something that happened at the company is simply a variation on the theme.

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  39

  Ian P

  09/21/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Re 35
  MsAlden
  You really should review your attitudes.
  Your sexism sings loud and clear in your response

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  40

  Ian P

  09/21/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  whoops

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  41

  Geoffrey James, Sales Machine

  09/21/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Re Note 35:
  Quote: It is expected that her interest will lie with family/children.
  
  Please let me know where you purchased your time machine. I've wanted to revisit the 1980s for some time now, and I'm glad to see it's now possible!
  
  Relative to this, I used to work for a manager who was extremely hard-driving, dominant and high energy. When she got pregnant, everybody in the office knew it because she suddenly showed up in an extremely frilly maternity dress -- completely unlike the power suits she usually wore. For about an hour, all the women in the office acted all cutesy, and my boss was all giggly. Then she held a staff meeting and basically tore off a few heads, which was her normal behavior.

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  42

  HerbSpeaks

  09/21/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Dang...This is more fun than a barrel of monkeys!
  In the words of Babs Streisand..."Where do I begin?"
  
  I'll take BillSeeds for $1,000 Alex: "Can you say run-on-sentence?" Level "C"?
  "C" stands for COMMISSION. And my Commission is in his damn pocket. I've never been shy telling a prospect that this is what I do for a living and I'm successful, not JUST because I'm good. I'm successful because my product (or service) is good!
  It's a "Win-Win-Win" Situation. Good for me, good for him, good for his company. Sign right here, sir.
  
  On to the lovely Ms. King: You showed her, girlfriend. Snap Snap. Lunch is on me whenever you're available. I'm in New York :: New York: The place so nice, they named it twice!
  
  And, last but certainly not least, MC James: "Did you work for Madame Defarge? Off with their heads!!!"

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  43

  JasFun

  09/21/09 | Report as spam

  one little question and you all go bonkers

  Talk about a difference of opinion! Jeez get over yourselves and have some fun with your client

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  44

  TimeaKeller

  09/22/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Has anyone recognised that it`s not about the best icebreakers of all times anymore? Just look at all the emotions, frustrations, energies being involved in here...we are at comment Nr. 45. Do we reach 100? Come on guys, we can do that! Wish you all a great day (or a great evening CET)!

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  45

  Arabian Knight

  09/23/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Word to the wise, you were born with one mouth and two ears for a reason - use them in that proportion.
  
  If you have made an appointment with the C-Level, then the ice is already broken! Don't waste time; thank her/him for seeing you and ask the important question 'How can I help add value to your products/ services?' then sit and listen.
  
  Remember, you are not the only one who prepares for a sales call. The customer will want to compare what you have to offer with what is available elsewhere. You need to find out where else they have been looking and what you are up against. You need to target your sale to the customer's needs, especially if you are looking for repeat business.

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  46

  coakes@...

  09/24/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  We still haven't decided on the best icebreaker, but it appears as if we've paved the way for Herb and Rebecca to have coffee and a cigarette together. (I bet she buys what he's selling!) It also appears that we've unmasked Ms. Alden's sexism - exposed on the Web!
  
  And Herb...I've rethought the analogy, and I apologize for the aged Tom Cruise reference. I'll update it with Matthew McConaughey - think "Two for the Money" or even a little "A Time To Kill."
  
  Authenticity is the key, but personality seals the deal. When you combine an authentic interest in the executive on whom you're calling with a delightful (even if over-the-top) personality, odds are the exec's gonna listen long and hard. Executives, like all of us, want to be validated, and when an authentic, charming salesperson gives such validation, the fish will bite, boys and girls, the fish will bite.

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  47

  Yinka olaito

  09/25/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  It will be great to appreciate something you see around them first and try to let the individuakl speak a little about himself, achievement etc

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  48

  ingoodcompany

  09/25/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  It was therapeutic reading all the above.
  Thanks to everyone.
  

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  49

  Bob Wileman

  09/29/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  You are all right
  In present circumstances why should we take life seriously?
  Where has serious thought and careful structured preparation got us recently?
  
  Have fun with the client, try a bizarre new technique, forget about the order, and if you don't get one, that's probably what would have happened anyway.
  
  You could start with the tie and tell him straightaway that it is the ugliest you've ever seen. I don't have an equivalent remark for a woman that I would dare to use, or would fit the ethics of this site, but would welcome any suggestions from women bloggers.
  I once nearly set a boardroom on fire when setting up the client's projector for a presentation. As soon as the execs came in, the room filled with smoke and had to be evacuated. It was great fun (In retrospect) and we had no need for an icebreaker.
  
  Let's turn this around. If you were buying, what would you accept from the salesman and what would irritate you.
  
  I work in a spectacular location, so it would look odd if the salesman did not refer appreciatively to that.
  
  I don't keep personal effects in my office and a salesman would have to approach my previous career or activities very carefully to appear genuinely interested.
  
  I don't have meetings with people who are just going to get something out of a bag. If we have set up a meeting I am interested, so let's get on with it. Ask me questions about what I need and why.
  
  In some countries and cultures this would be thought much too pushy and they spend around half an hour on getting to know each other before "the subject" arises, usually about ten minutes before the end of the scheduled meeting. In those cases the client usually starts asking what you might consider personal question, so the ice is thawed if not broken. There are always exceptions though. In one example in France, where they are not noted for directness, the client was kind enough to open by giving his advice:
  
  "What you have here is a banal product with no attractive features for this market. What you need to do is give it way for a prolonged period of time and spend your money to create a perception of difference and value. Can your American suppliers do that?
  
  We did. It still didn't succeed, but it helped to open the way for a competitor. I can take some personal satisfaction for that.

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  50

  Geoffrey James, Sales Machine

  09/29/09 | Report as spam

  RE: QUIZ: What's the Best Icebreaker?

  Re Note 49:
  Quote: "What you need to do is give it way for a prolonged period of time and spend your money to create a perception of difference and value... It still didn't succeed, but it helped to open the way for a competitor.
  
  Your marketing dollars at work.