Clients love to talk about themselves if you simply give them a chance and listen. Pictures on their desks? Ask about their families, hobby's. Very few client managers went to school specifically for what they do. How did they come in to their position? Determine their birthdays, set up a tickler in your computer. They will be floored that you remember. Final tip. At client lunches, let them relax, order, settle in before hitting them with business talk.
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