Ask the Sales Pro: Power Lunches

Dear Sales Pro,
I have arranged a business lunch a company Vice President and I’m not sure what the proper etiquette is for how much personal vs. business discussion should take place. I’ve heard everything from no business and all personal, to keep it brief before the meal, and wait until after the check has been paid. Can you advise me before I make a faux-pas? 

Needs Polish in Portsmouth

Dear Needs Polish:
Congratulations on getting the lunch appointment in the first place! That is often an accomplishment in itself. Many executives have lots of offers to have meals with salespeople but can’t afford the time. Sounds like this person is interested in what you have to offer.

The heart of etiquette is making people feel comfortable around you. I once heard a story about a foreign dignitary at a formal dinner who thought the finger bowl was soup. When he lifted his spoon to begin his “soup” the hostess and other guests politely joined him and joyfully immersed themselves in their clear lemon “broth” as to not embarrass their important guest!

Getting back to the root of your question, your best option is to focus on getting to know your prospect, personally. Find out what hobbies they have, ask them about their family and how they spend time on the week-ends. It takes some sharing on your part to make them comfortable enough to divulge some of this to a salesperson. Use your meal time to have a great conversation and make a new friend. After the main course would be the appropriate time to discuss your business opportunity and decide together on next steps. Then enjoy dessert and coffee as you vision-cast this wonderful new joint-venture.

Good luck and great selling!

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