In this podcast Jeremy Marchant explains that 'selling' is about making the seller's need to make the sale more important than the client's need to to solve a problem they have.  As such, it isn't the most useful approach to take to acquiring clients.

0:00  Introduction 

0:33  Why should a networker care about (not) selling at a networking event.  A useful definition of selling

1:50  Story:  double glazing salesman

5:27  Get to know people before attempting to discover what they might need.  Networking is about finding people who might know people who might be clients

7:50  Story:  NHS training contract.  ‘Talk.  To.  Jeremy.   Marchant.’

15:26  What you want a referrer to say about your business should be as little as possible

Duration  18:50

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