Maybe it is the Holiday Season, but it’s also a time to reflect. As we make time to go see clients, share Holiday wishes and hope for a New Year a question becomes apparent, are we spending enough time with our clients?
In an effort to SELL MORE shouldn't we be more focused on our current clients? When we are in front of clients good things happen: referrals, new business opportunities, improved customer retention and maybe, best of all, the ability to maintain reasonable margins. Stale client relationships become commodity transactions, we all need to try and maintain healthy, growing relationships with our customer base. As better vendors we can help anticipate problems and changes in market conditions, we might even find some new problems we can help solve.
As you reflect on the year that has been, make every effort to “Start with your Clients” to grow your business, or call Sales Concepts at 440-575-7000 for help.
Wednesday, December 16, 2009
Wednesday, November 11, 2009
“No More Million Dollar Presentations”
Have you ever finished what felt like a great meeting, only to end up in the same old chase mode? Why does this happen?
Many salespeople comment how excited the prospect was when they were presenting their product or service, “they loved it, now I can’t get them to answer the phone”. Amateur salespeople think the sale is closed in the Presentation, great salespeople have learned it is all about solid questioning and listening techniques. Prospects close themselves when we learn their true buying motives, budgets, and decision making process.
Million Dollar Presentations lead to unqualified prospects, too many proposals and wasted time following up with people who will never buy. The result of these problems is prospects controlling your sales success. Antiquated presentations should now be replaced with Fulfillment, or helping the prospect understand how we will fix their pain.
Always focus on your customer and avoid the pitfalls of the Million Dollar Presentation.
Think about this before your next sales call or ask for help from Sales Concepts at 440-575-7000.
Many salespeople comment how excited the prospect was when they were presenting their product or service, “they loved it, now I can’t get them to answer the phone”. Amateur salespeople think the sale is closed in the Presentation, great salespeople have learned it is all about solid questioning and listening techniques. Prospects close themselves when we learn their true buying motives, budgets, and decision making process.
Million Dollar Presentations lead to unqualified prospects, too many proposals and wasted time following up with people who will never buy. The result of these problems is prospects controlling your sales success. Antiquated presentations should now be replaced with Fulfillment, or helping the prospect understand how we will fix their pain.
Always focus on your customer and avoid the pitfalls of the Million Dollar Presentation.
Think about this before your next sales call or ask for help from Sales Concepts at 440-575-7000.
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