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    CustomerCentric Selling(R) Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers

    CustomerCentric Selling(R) Helps Decision Dynamics Technology Produce Record Revenue Through Facilitating Greater Value for Customers
    CustomerCentric Selling(R) (CCS), a proven methodology for predictably improving revenue growth and sales performance, today announced that Decision Dynamics Technology (Decision Dynamics), a premier supplier of software products and services for financial controls, capital projects, operations and maintenance headquartered in Calgary, Alberta, has seen strong results after implementing the CustomerCentric Selling(R) methodology earlier this year. In February, Decision Dynamics enlisted the ...
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    Succeed in the New Economy: Focus on Existing Relationships

    Boost Sales & Thrive in the New Economy It’s a different market out there today from the one that many of us have known for the last several years. There’s no disputing that this new economy presents plenty of challenges, and yet by adopting the right approach, it’s also an opportunity for sales professionals to actually thrive. The secret to success ...
    Rated: +2
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    Become Invaluable to Your Customers

    Become Invaluable to Your Customers
    As sellers, we're continually told to sell value and to let our prospects know about all of our value-added services. After all, that's how we're going to win the sales. Right? Not necessarily. Value is relative. It's in the eye of the beholder. So much depends on how the decision makers you're dealing with perceive "value." And even then, selling "value" ...
    Rated: +13
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    Make Giving Quality Referrals Easy for Your Client

    Make Giving Quality Referrals Easy for Your Client
    One of the critical parts of generating a large number of quality referrals, of course, is getting quality referrals as opposed to just getting names and phone numbers. But at times, despite your efforts go get quality referrals from your client, they simply cannot or will not think of anyone to whom to refer you. Nevertheless, you need not walk away ...
    Rated: +5
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    Follow-up Communication Guilty of Prospecticide?

    Follow-up Communication Guilty of Prospecticide?
    Like Angela Lansbury in “Murder, She Wrote,” I run into cases of murder everywhere I go. Unlike Lansbury who faced cunning villains who intentionally murdered, the cases I come across are unintentional, but with the same deadly results. Lansbury’s villains used guns, knives, and other assorted weapons; the killers I come across use words. She dealt with homicide; I deal with ...
    Rated: +11
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    The Platinum Service Calendar

    The Platinum Service Calendar
    If you cannot benefit from repeat business, you can stop reading right now. If, however, your business relies on selling more to the same clients or forging strong relationships throughout their companies, the Platinum Service Calendar is going to change your life for the better. Not every customer is going to get the same level of service. Do you have platinum ...
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    Poor Etiquette Loses the Sale

    Poor Etiquette Loses the Sale
    How sophisticated are your sales-call presentation skills and etiquette? Sales rep Tim was selling a software package when he couldn't help his buyer make a decision. Here's Tim's story: While on a sales call at a large New York-based insurance company, my prospect became very defensive. We were pitching a $12 million outsourcing program, and Tony, the buyer, couldn't seem to ...
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    Even for Small Teams, CRM Is Key

    Your business and your sales team can not be successful if you are not organized. Being organized does not mean having a spotless sanitized desk with a pen in every color to match your color coded file system. Nope. Being organized means having one place, one contact management system that you use everyday to manage all client files, your complete calendar, ...
    Rated: +2
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    Ace the First 2 Minutes of Your Sales Meeting

    Ace the First 2 Minutes of Your Sales Meeting
    When you control the meeting's focus, you control the meeting. During the first two minutes, you want the meeting's focus to be the prospect's problem, not you and your product. We live in the Age of Interruptions. The typical businessperson experiences 170 to 190 interactions per day. These interactions include voice mail, email, faxes, pages, hallway conversations and the dreaded "got ...
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    Beware of Client-Initiated Sexual Harassment

    Beware of Client-Initiated Sexual Harassment
    Laurie, a rookie real estate rep, had an uncomfortably close encounter with a repeat client. I interviewed other female real estate professionals and found her story was unfortunately more common than you might imagine. Here's Laurie's story: When I first started out in real estate, I was very gung ho. I used all my previous sales and marketing techniques, and even ...
    Rated: +3
  • +7

    Be a Conference Commando

    Be a Conference Commando
    A conference is a huge opportunity to build relationships with extraordinary people -- people who might have a significant impact on your professional or personal success. To make sure you maximize the return on your (or your organization's) investment of time and money to attend, you can't afford to be a conference commoner. You have to be a conference commando. Here ...
    Rated: +7
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    Not All Business is Good Business

    Not All Business is Good Business
    Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and earn the respect of the more experienced and successful members of the team, it is difficult to ...
    Rated: +1
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    Mastering Complex Business Relationships

    Mastering Complex Business Relationships
    *Complex and long sales cycle selling* is drastically different than regular sales processes. To succeed in the six and seven figure selling arena sales people must transform themselves into key account, relationship managers. What also must follow is not just an attitude but a plan and process to strategically develop and close business. It ’s really about getting “buy-in,” not selling ...
    Rated: +1
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    How to Handle "Lying" Customers

    How to Handle "Lying" Customers
    My daughter, who's looking for a house, recently said she doesn't trust realtors. Around the same time, some sales people I am coaching said that prospects always lie. So who is it that lies—salespeople are customers? Well, as a sales person or sales manager, you probably hedge, embellish, wing-it, and stretch the truth at times. So does that mean you lied ...
    Rated: +8
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    Relationship Marketing Basics

    Relationship marketing is no longer a new buzz term. Obviously, it’s here to stay. But when you take away the buzz, what does it mean? Essentially, relationship marketing is all about looking at your customers and your relationship with them in a new light. Rather than develop a product or service and market it to the customers, relationship marketers think about ...
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    Social Networking: It’s About People, Not Technology

    Social Networking: It’s About People, Not Technology
    The trend of social networking (or social media, if you prefer) is not about the technology of Twitter, Facebook, or other networks. Yes, the technology is nice and has a lot of possibilities. Relationship Marketing is about people connecting with people at certain levels to satisfy their needs for business and personal life. It is not about pushing stuff out to ...
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    Partnership Selling for the Long Term

    Partnership Selling for the Long Term
    Here's a joke for you: Susan breaks up with Jack, a man her mother adored, and begins dating Mike. Every time her mother calls, she asks Susan about Jack, how he is doing, what he is doing, if she ever sees him, etc. One day Susan becomes so annoyed she finally says, "Mom, enough about Jack. It's over. I'm dating Mike. ...
    Rated: +6
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    The Myth of Exceeding Client Expectations

    The business world is filled with myths, some of which have become guiding principles for many businesses. One of the most nefarious of these myths is currently all the rage: exceeding the customer’s expectations. Numerous books have been written explaining the glories of exceeding the customer’s expectations. These authors give shining examples of the concept in practice and then explain in ...
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    Tis the Season to be Nice to Your Clients

    Tis the Season to be Nice to Your Clients
    At this time of year it’s time to focus on giving more of yourself to your clients rather than just trying to close sales. Actually … come to think about it, that’s a good strategy any time of year! As a sales trainer, I’m a big believer in the focusing on basics. Never mind the elaborate “selling systems” or prefab scripts ...
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    Why Sales People Lie to Their Clients

    Why Sales People Lie to Their Clients
    Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable ...