K.C. Neel -- Multichannel News, 1/12/2009 6:27:00 AM
Before John Vanderberg of Comcast Spotlight Colorado meets with clients, he always does a little research first, especially with new clients. He said that gives him background on the client and his/her business so he can have at least one idea to pitch. But before he offers up his ideas, he always listens to the client ask questions that can help him and them make the right decisions when it comes to advertising.
“The best thing I can do for my client is listen,” Vanderberg said. “It sounds simple, but in reality, few salespeople really do that. You can uncover so much by just listening. I always to try to go into every meeting with the mindset that I won’t talk about my products right off the bat. I would rather talk about their products first.”
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