Ways to Stay Client-Focused

Before you meet with a client, relax. Deep breathing or sitting still with eyes closed for 60 seconds is often effective.

Be prepared for client meetings and have an objective. Then be flexible enough to drop all plans. The point is to be ready to meet reality, not to try to control it.

Don’t multitask. When you’re with a client, turn off your mobile devices and don’t check e-mail. Sit with your back to glass doors or windows to avoid distractions.

Start all client interactions by checking the agenda. “Could we start with X and Y? Is there anything else we need to cover today?”

Listen, listen, listen. When clients are discussing something, first let them describe it in their own words.

Source: Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships by Charles H. Green. McGraw-Hill, 2006.