A very successful commercial insurance producer told me this recently. He said that when he is on a sales call, particularly a business luncheon, instead of the usual amount of small talk before starting to get down to business, after exchanging a few general pleasantries, he asks his prospects and clients to help him solve a business problem or issue that is current for him.
“Unrelated to our business today, let me take a minute to run this by you. I’m wrestling with this, to develop a workable solution. What are your thoughts?”
He said that getting their opinions demonstrates to them that you value their thinking on a matter that you have been considering. Nothing too deep or serious of course – you certainly don’t want to destroy your main purpose for the meeting – but he said it has really helped him connect with his prospects and clients. He added that as a valuable side-benefit, he has heard some great ideas that helped him solve some of his outstanding issues.