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  • +5

    Do Your Clients Trust You?

    Do Your Clients Trust You?
    Successful salespeople are adept at gaining their clients' trust, though they might be hard-pressed to explain precisely how trust influences people's buying decisions. Research has shown that in product sales, clients often trust the reputation of the product itself as much as they trust the salesperson. But when you're dealing with a service sale involving intangible elements, trust becomes the buyer's ...
    Rated: +5
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    Build and Nurture Client Relationships

    Build and Nurture Client Relationships
    These days, you don't have to be willing to sell your mother up the river to succeed in sales. And you don't have to leave integrity and compassion by the wayside to close a deal. With growing interest in New Age principles, the movers, shakers and innovators in the sales industry have been touting alternative approaches to selling -- ones that ...
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    Social Networking vs. Real-World Networking

    Social Networking vs. Real-World Networking
    I love Social Media and Social Networking! In my audiences where I speak, I see more and more serious business people are devoting time, money and effort to learn how to use these tools. Social Networking tools provide the ability to connect with others in ways that we never would otherwise. By using Twitter, I have connected with people that I ...
  • +3

    Do Your Clients Trust You?

    Do Your Clients Trust You?
    Successful salespeople are adept at gaining their clients' trust, though they might be hard-pressed to explain precisely how trust influences people's buying decisions. Research has shown that in product sales, clients often trust the reputation of the product itself as much as they trust the salesperson. But when you're dealing with a service sale involving intangible elements, trust becomes the buyer's ...
    Rated: +3
  • +2

    Getting in to See the Decision Maker

    Getting in to See the Decision Maker
    Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...
    Rated: +2
  • +3

    Manufacturers Share Tips for Improving Rep Relations

    Manufacturers Share Tips for Improving Rep Relations
    The following entries are from some of the emails and letters that we've recieved from our Manufacturer readers throughout the year. The stories and the lessons contained are well-worth the read. h4. The Face-to-Face Connection Principals and reps agree that being able to put a face to the voice you hear over the phone can be critical in a business relationship. ...
    Rated: +3
  • +1

    4 Ways to Connect Emotionally

    4 Ways to Connect Emotionally By Colleen Francis It’s no secret that lasting success in sales, no matter what kind of market you’re working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most of us get plenty of advice on activities we can do to help make that happen—from follow-up calls to thank-you notes. As a ...
    Rated: +1
  • +3

    Good Customer Relations: Why Try?

    Good Customer Relations: Why Try?
    “Why should I be nice to someone who is yelling at me?” says one of your people. Well, that is not an unreasonable question. Let’s try to understand the psychology of people who grumble - or worse, complain. Believe it: For most people (apart from a psychotic few), complaining is a very stressful thing to do. Apart from whether the problem ...
    Rated: +3
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    Believe Me, Every Customer Is Important

    Believe Me, Every Customer Is Important
    It seems that it is not only France where standards of customer care and customer retention have plummeted alarmingly. I just read Tibor Shanto’s post about his experiences at his local Apple store – if it were not so alarming, it would be amusing - Customer Care: The Good, The Bad, and The Ugly II The drive for continuous improvement will ...
  • +5

    7 Steps to Cold Calling Follow-up

    7 Steps to Cold Calling Follow-up
    Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening? Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and ...
    Rated: +5
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    Are You Risking The Relationship for the Sale, and Then Losing the Sale Anyway?

    Are You Risking The Relationship for the Sale, and Then Losing the Sale Anyway?
    Traditional selling approaches tell us that sales are usually lost because of some element - price, features, benefits - having to do with our product or service. So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique. But...what if focusing all ...
  • +14

    Tearing Down The "Wall of Defensiveness"

    Tearing Down The "Wall of Defensiveness"
    Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? That's what's been happening to Michael, who calls companies to set appointments with decision makers. "I ...
    Rated: +14
  • +1

    Making Your Most Important Clients Feel Special

    Making Your Most Important Clients Feel Special
    Many organizations do not know who their major accounts are. Certainly many of the people who manage the relationships do not know and even if they know, very few people understand why one customer is a major account but another one is not. A quick way to test this is to ask 10 people in your organization who your 10 most ...
    Rated: +1
  • +5

    9 Ways to Create a Positive Customer Experience

    Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: 1. Love what you sell, the company you work for and the customers you serve. If ...
    Rated: +5
  • +4

    30 Ways to Show Your Customers They're Always Right

    30 Ways to Show Your Customers They're Always Right
    When you're a start-up with few employees and few customers, it's easy to stay on top of what customers want and what they're getting. But as you add more customers and employees, you add links to the customer service chain. That creates the potential for growth and the potential for poor service along the way. That's why creating a customer service ...
    Rated: +4
  • +4

    Relationship Farming And Tough Times: Opportunity For Pruning

    Relationship Farming And Tough Times: Opportunity For Pruning
    The dismal economy has given you and me, as small business owners and salespeople, a real gift. Yep! You might not initially think of it as a gift but this really is. Before you pop the champagne, let’s look at what is going on and what we can do about it. Yes, times are tough now. Just look at the recent ...
    Rated: +4
  • +4

    Book Review: What Your Customer Wants You to Know, by Ram Charan

    Book Review: What Your Customer Wants You to Know, by Ram Charan
    We live in an increasing commoditized world. Almost any product or service you can think of has been or is in the process of being turned into a simple commodity. And the heart of commodization is, of course, price. Who can produce the best at the cheapest price becomes the driving question for consumer decisions—and the supplier’s decisions as well. Ram ...
    Rated: +4
  • +1

    Forget E-Commerce. It's About R-Commerce

    Forget E-Commerce. It's About R-Commerce
    Focus on the Relationships of Business, not the Electronics of it. We live in an E-crazed world. Everywhere you turn you hear about E-Commerce, E-this and E-that. Seems that some are thinking you only have to put an E in front of a word and you are in the digital age. Yet no matter how sophisticated our technology gets, we still ...
    Rated: +1
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    When It’s Time to Say Goodbye to a Client

    When It’s Time to Say Goodbye to a Client
    I need to say right up front, that most people who complain have a legitimate reason to do so and we should actively welcome customer complaints. In fact this is a topic on which I evangelize almost daily to my clients. However, sometimes it is just not possible to reach agreement with or appease a dissatisfied customer or client. You should ...
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    Is the Value of What You're Proposing Obvious?

    Is the Value of What You're Proposing Obvious?
    Too often, we make assumptions that our prospects or customers will automatically be as excited as we are about our solutions. The reality is that they won’t be, so start from a point of understanding that they do not know what they don’t know. It is our duty to educate them. When customers perceive the value of a proposition outweighs the ...