Outside of being a Key Account Manager and you have been allocated an account you cant avoid a la Coles or Woolworths; we often have the opportunity to get clear before you meet about the type you want to work with, what sort of work you do, and how you want to work.
So when you go into a sales meeting, make sure you are choosing your clients. Have part of your sales system be the point where you choose. Have a strategy for rejecting the clients who aren’t a fit.
During the meeting you are interviewing the prospect just as much as they are interviewing you. You are determining if they are someone that you can help, and that you would want to serve. If not, be prepared to walk away. Paradoxically, if this is authentic, it makes you more attractive. If it is clear that you won’t just work with anyone and there is a bar that the prospect has to reach to become your client, the prospect of working with you does become more attractive. However, this has to be authentic – please don’t do this as a sales technique.
Michael Port in his book Book Yourself Solid calls it the ‘red velvet rope policy’: