You are right correct in that you would approach it differently. How you would approach it would depend heavily on your normal behavior patterns. For example, if you have a behavior that is not very “dominate” or assertive, you would need to be more assertive and ask for the business. Awareness is key. Also, having a purpose, in this case, wanting to close the deal, is critical to identify so that you can modify your typical behavior to get what you want.
On the other hand; if you are the driver type behavior and you are trying to nurture an account, you might have to tone it down a bit to build the relationship.
To learn more about CHUVA group’s Rules Of Engagement…the business meal program, click here.