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  • +3

    How To Turn Your Most Annoying Problems Into Pure Profit

    How To Turn Your Most Annoying Problems Into Pure Profit
    Here’s a fantastic sales tool for you to use in first time meetings with executive-level decision-makers. A tool that’s so powerful it’ll literally leverage your problems into profits … and it’s a hoot! Included in Mike’s recent order for 200 copies of, “Outrageous Temp Stories” were the words, “To use in a yet-to-be-figured out approach with prospects.” I replied, “Great idea! ...
    Rated: +3
  • +12

    20% of Sales Persons Tell This Lame Lie

    20% of Sales Persons Tell This Lame Lie
    Yeah, yeah, smatterings of sales trainers see fit to advise audiences to incorporate one of these lame lies into their sales presentations. A very few high dollar sales professionals will tell one occasionally. Even you may be tempted to respond like this every once in a great while. What are the seemingly harmless white lies they tell? How about this one ...
    Rated: +12
  • +10

    21 Ways to Bring in the Business

    21 Ways to Bring in the Business
    Despite your desperate hopes and prayers, business isn't just going to wander into your business. You need to get out there and hustle, and we've got the tips to help you do it. The Basics 1. Create quality marketing tools. This doesn't mean you need to allot 75 percent of your budget to printing costs, presentation slides and a Web site. ...
    Rated: +10
  • +1

    What Buyers Really Think of Salespeople

    What Buyers Really Think of Salespeople
    Sales training is designed to impart specific knowledge, skills and attitudes and to increase a desired behavior in measurable ways. But too often the skills we teach salespeople are not the skills valued by customers. Sure, you've got to learn how to prospect and persist professionally. You need consultation and presentation skills. And though some sales trainers try to remove the ...
    Rated: +1
  • +6

    The Secret to Winning Back Customers

    The Secret to Winning Back Customers
    There's a difference between lost customers and dead customers. Most sales managers and salespeople don't make that distinction, but Jill Griffin does in her book Customer Winback: How to Recapture Lost Customers - and Keep Them Loyal. In the rush to get new business, we ignore lost business. Marketing Metrics, a Paramus, New Jersey-based consulting firm, estimates that the closing ratio ...
    Rated: +6
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    Do Your Own Referral Work

    Do Your Own Referral Work
    Most of us who sell would love to get a number of quality referrals from each of our clients. The reality for most of us is we seldom get referrals, and when we do, they’re usually no better than if we’d picked a name or company at random from the phonebook. Asking For Referrals Will Get You Nowhere Most of us ...
  • +2

    4 Tips to Negotiate Like a Pro

    Many of my colleagues and friends do not enjoy negotiating – in fact they absolutely hate it. Me, I love the cut and thrust, and look forward to that stage of the buying cycle. Here are some thoughts. A skilled negotiator will create high levels of rapport and be sensitive and empathetic to the people they are negotiating with, yet ...
    Rated: +2
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    Building Rapport: A 7-Point Plan

    Rapport is the most important process in influencing others. It is vital if you want to maintain relationships. Without it, you are unlikely to achieve willing agreement to what you want. People who have excellent rapport with others create harmonious relationships based on trust and understanding of mutual needs. Rapport is the cornerstone of all mutually effective relationships. It needs constant ...
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    Rapport is the Foundation of All Good Communication

    Rapport is the Foundation of All Good Communication
    The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact more comfortably and work more effectively together. Rapport dramatically increases your chances of winning a sale. Having rapport ...
    Rated: +2
  • +8

    All of Your Eggs in One Basket Trap

    All of Your Eggs in One Basket Trap
    Too many companies have seen an untimely demise due to basing their business on one large client or one specific industry. I once had a belting and hosing client who evaluated their marketing strategy and realized that they really only had two specific client groups, mining companies and pulp and paper companies. With both of these industries having a potentially volatile ...
    Rated: +8
  • +1

    Build a Client Attraction System

    Build a Client Attraction System
    Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise this will be worth it! Oersted discovered electromagnetism, which we can all credit as the basis for many of the comforts of modern life. However, there’s another angle to Oersted’s story ...
    Rated: +1
  • +14

    Do You Get It?

    Do You Get It?
    Sometimes the deal is already dead before we even realize it. At times it’s a function of price, technological fit, deployment time, track record etc. These are all measurable, quantifiable reasons for losing a big deal. Too often though when the deal has died it has nothing to do with a specific quantifiable issue. I often work with clients, coaching and ...
    Rated: +14
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    Closing Is Not The End Of The Sales Process

    Closing Is Not The End Of The Sales Process
    Despite what many inexperienced salespeople think, the first sale isn’t the end of the sales process but the beginning of the next sales cycle. What you do after you’ve made the first sale determines whether you get the next one or any referrals. New customers have a tendency to evolve through three phases once they decide to buy from you. Initially ...
  • +4

    How To Conduct A Formal Account Review

    How To Conduct A Formal Account Review
    Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality of its service levels to them. h2. There Are At Least Six Benefits Of Regular Feedback. 1. Feedback reveals your customer’s current and future plans. 2. Seeing your business from ...
    Rated: +4
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    Callidus Software Wins CRM Excellence Award

    Callidus Software Wins CRM Excellence Award
    Callidus Software Inc. (NASDAQ: CALD), the leader in Sales Performance Management (SPM), today announced it was named a winner in the 10th Annual 2009 CRM Excellence Award. Technology Marketing Corporation's (TMC), www.tmcnet.com, Customer Interaction Solutions(R) magazine (www.cismag.com) awarded Callidus Software for the deployment of TrueComp(R) Manager software solution at Novell Inc. Callidus Software was recognized for its efforts and success in ...
  • +1

    The Fine Line Between Being Friendly and Being Their Friend

    When it comes to our customers, we in sales are used to walking a fine line between right and wrong behaviors. The consequences of stepping over that line can range from a simple "blip" in an otherwise strong and steady relationship, to costing you the sale, or perhaps even losing a loyal customer for life. Now, I know that we spend ...
    Rated: +1
  • +1

    "A" Is for Customer Service

    "A" Is for Customer Service
    Customer service is built on the bedrock of a positive attitude. Without the positive attitude all of the attempts to "train" customer service will fail. Picture this; a man, Mr Jones, walks up to the front desk of an hotel at the beginning of a holiday. He has just completed a twelve hour flight in economy class overnight to reach his ...
    Rated: +1
  • +1

    Improving Loyalty in a Down-Turn

    Improving Loyalty in a Down-Turn
    Focus on your best customers is something I hear a lot and especially so when times are hard. The mantra moves from acquisition is everything to retention is all. Typically, someone notices that key metrics - net new customers, cost per sale, etc - are deteriorating. While the acquisition process hasn't changed, the quantity or quality of the customers being acquired ...
    Rated: +1
  • +4

    Selling at the Executive Level

    Selling at the Executive Level
    There is a profound purpose to selling at the executive level and winning over the relevant leaders. Obtaining quality leads and closing sales are two of many benefits for establishing these senior executive relationships. Intuitively you know being connected at the top has its advantages, but you may argue that you’ve made plenty of sales without ever meeting the senior executives ...
    Rated: +4
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    Post-Recession Winners

    Post-Recession Winners
    This is going to be one hell of a year. And that seems to be stating the obvious. If you read the newspapers, you would be forgiven for getting profoundly depressed. The end of the world is nigh. Or is it? If you talk to your friends, family and neighbors, a number of themes start to emerge, such as value, authenticity, ...